Brian Sharp

Editor
DISC Type : CS

Commerical Sales Manager at Marshall Mechanical Heating & Cooling

Franklin, Indiana, United States

Overview

Brian has no verified overview

Personality Overview

Objective Thinker

Slow Buyer

Late Adopter

They are thorough and always follow a systematic approach.  They are heavily focused on quality and prefer doing things the right way, even if it takes time. Being observant comes to them naturally.

Topics They Care About

Brian has no verified topics they care about

Media Appearances

Brian has no verified media appearances

Work History

11-2023
Commerical Sales Manager at Marshall Mechanical Heating & Cooling
9-2018 - 12-2023
Manufacturing Consultant at Self-employed
2-2016 - 9-2018
Manufacturing Engineering Manager at North American Stamping Group
8-2012 - 1-2016
Site Operations Manager at ATS
9-2009 - 8-2012
RCM Manager at Graphic Packaging International

Education

1998 - 2010
Bachelor’s Degree from Anderson University
1987 - 1989
Associate’s Degree from Vincennes University

More Information

Social Presence :

Prographics :

Exp : 14 Location : Franklin, Indiana, United States Job Level : Middle Designation : Commerical Sales Manager at Marshall Mechanical Heating & Cooling
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • When following up with them, expect slowness; use questions to engage them, preferably over email.
  • Actively address their concerns around change, risk, and acceptance by users
  • Share a one-off customer success story but keeps the focus on highlighting objective, numerical results

DONT's

  • Do not sound overly eager, modulate your energy levels especially if you are generally enthusiastic
  • Give it some time before you try to build rapport and a relationship, it doesn't come to them naturally
  • Don't ask them to move fast, let them take their time and digest all the information

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brian is

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

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Brian move?

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

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

You And Brian

Personality Compatibility


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