Bob Stearns

Examiner
DISC Type : cs

Aftermarket Sales Manager at Tkwest

Tolleson, Arizona, United States

Overview

Bob has no verified overview

Personality Overview

Tough To Convince

Late Adopter

Unexpressive

They tend to have clarity about their needs and constraints, and are unlikely to over-promise.  They do not like taking risks at all and go for proven options in the end. They are heavily focused on quality and prefer doing things the right way, even if it takes time.

Topics They Care About

Bob has no verified topics they care about

Media Appearances

Bob has no verified media appearances

Work History

10-2020
Aftermarket Sales Manager at Tkwest
11-1989
General Manager at Ilinois auto electric
6-1982 - 11-1989
Service Manager at B&D Transport Refrigeration

Education

Bob has no verified education history

More Information

Social Presence :

Prographics :

Exp : 43 Location : Tolleson, Arizona, United States Job Level : Middle Designation : Aftermarket Sales Manager at Tkwest
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Insights For Selling To Bob

During A Call Or A Meeting

DO's

  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Be firm in your communication and stay in control
  • Ask them which other stakeholders would be important for this purchase decision

DONT's

  • Don't be very accepting if that is your natural style, stay firm
  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Don't rely on relationship building even if they act pleasantly

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Bob is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Bob

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Bob move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can Bob take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Bob

Personality Compatibility


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