Charles Underhill

Inspirer
DISC Type : id

Retired at Reading Municipal Light Department

Danville, New Hampshire, United States

Overview

Charles has no verified overview

Personality Overview

Decisive

Fast Adopter

Achievment Oriented

They respond well to objective pitches but also attach some value to relationships.  They measure a product on its merit but can be influenced by strong testimonials. They usually prefer to drive the conversation.

Topics They Care About

Charles has no verified topics they care about

Media Appearances

Charles has no verified media appearances

Work History

11-2018
Retired at Reading Municipal Light Department
5-2010 - 10-2018
Integrated Power Resources Director at Danvers Electric Division
9-2008 - 10-2018
Managing Partner and Project Consultant (October 2016 to Present) at NORTHPOINT CONSULTING GROUP, LLC
1990 - 1-2008
Chief Financial Officer (CFO) and Manager of Integrated Resource Planning at Vermont Public Power Supply Authority

Education

1985 - 1989
Masters from University of Vermont

More Information

Social Presence :

Prographics :

Exp : 35 Location : Danville, New Hampshire, United States Job Level : N/A Designation : Retired at Reading Municipal Light Department
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Insights For Selling To Charles

During A Call Or A Meeting

DO's

  • Keep your pitch focused on the impact but insert some anecdotes into it
  • Focus on the big picture and the strategic value of your product
  • Refer to testimonials from well known people to highlight the value of your product

DONT's

  • Don’t keep repeating the same information, it could make them impatient
  • Avoid focusing only on the product or its ROI, keep building trust subtly
  • Don't be unorganized, be prepared for the pitch

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Charles is

  • Confidence in the product’s value is critical, followed by relationship and a sense of achievement.
  • Will you ever get a clear answer from Charles

  • They will not hesitate to say no if they do not develop conviction.

Insights For Deal Planning

    How fast (or slow) will Charles move?

  • If they develop confidence in your product and you, then they can make fast decisions.
  • Can Charles take some risk or not?

  • If necessary, they have the ability to take risky decisions.

You And Charles

Personality Compatibility


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