Brian Smith

Questioner
DISC Type : c

Chief Executive Officer at Wagner Logistics

Overland Park, Kansas, United States

Overview

Brian has no verified overview

Personality Overview

Value Seeker

Not Easily Convinced

Systematic

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They prefer to fully evaluate every situation. They are more likely than others to negotiate on pricing and terms.

Topics They Care About

Brian has no verified topics they care about

Media Appearances

Brian has no verified media appearances

Work History

11-2005
Chief Executive Officer at Wagner Logistics
8-2002 - 11-2005
Senior Consultant at HKS Consulting
4-2000 - 8-2002
Planning Manager at Tibbett & Britten
1995 - 2002
Inventory Systems Coordinator at Associated Wholesale Grocers

Education

2007 - 2009
EMBA from Rockhurst University
1991 - 1997
Industrial Management from Missouri State University

More Information

Social Presence :

Prographics :

Exp : 31 Location : Overland Park, Kansas, United States Job Level : Leadership Designation : Chief Executive Officer at Wagner Logistics
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Back up any claims with data and numbers
  • Emphasise more on facts and measurable benefits

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Avoid rushing them, be polite and patient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brian 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 Brian

  • 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 Brian move?

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

  • Can Brian take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Brian

Personality Compatibility


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