Brett Hart

Questioner
DISC Type : c

President at United Airlines

Chicago, Illinois, United States

Overview

Brett has no verified overview

Personality Overview

Not Easily Convinced

Value Seeker

Cautious & Analytical

They are more likely than others to negotiate on pricing and terms.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Brett has no verified topics they care about

Media Appearances

Brett has no verified media appearances

Work History

5-2020
President at United Airlines
3-2019 - 5-2020
EVP, Chief Administrative Officer at United Airlines
6-2017 - 3-2019
EVP, Chief Administrative Officer & General Counsel at United Airlines
10-2003 - 11-2010
EVP, General Counsel at Sara Lee Baking Co
1-2002 - 12-2003
Partner at SNR Denton

Education

Doctor of Law - JD from University of Chicago Law School
Bachelor of Arts - BA from University of Michigan

More Information

Social Presence :

Prographics :

Exp : 20 Location : Chicago, Illinois, United States Job Level : N/A Designation : President at United Airlines
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Insights For Selling To Brett

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brett is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Brett

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Brett move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Brett take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Brett

Personality Compatibility


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