Charlie Barnett

Enigma
DISC Type : cid

Associate Partner at Coho, an ERM Group company

Washington, District of Columbia, United States

Overview

Charlie has no verified overview

Personality Overview

Persuasive & Assertive

Hard To Convince

Fast Follower

They can sound friendly and charming but can quickly change gears to become inquisitive and probing  They are generally strong communicators and are not easy to convince. They are likely to ask many questions and look heavily for supporting proof as well as information.

Topics They Care About

Charlie has no verified topics they care about

Media Appearances

Charlie has no verified media appearances

Work History

6-2024
Associate Partner at Coho, an ERM Group company
1-2023 - 6-2024
Director, Client Solutions at Coho, an ERM Group company
7-2021 - 12-2022
Senior Engagement Manager at Coho, an ERM Group company
1-2020 - 6-2021
Engagement Manager at Coho, an ERM Group company
6-2018 - 1-2020
Associate at Coho, an ERM Group company

Education

2016 - 2018
Master of Business Administration (M.B.A.) from Texas McCombs School of Business
2009 - 2013
Bachelor of Science (BS) from University of Maryland

More Information

Social Presence :

Prographics :

Exp : 11 Location : Washington, District of Columbia, United States Job Level : N/A Designation : Associate Partner at Coho, an ERM Group company
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Insights For Selling To Charlie

During A Call Or A Meeting

DO's

  • Let them lead the discussion, create opportunities for them to speak if they are not very forthcoming
  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."
  • Use phrases like ‘clear evidence’, ‘data-based results’ etc.

DONT's

  • Don’t rely excessively on your relationship with them to win the deal even if you come to form one
  • Avoid making offhand commitments, understand the root of their concerns first
  • Avoid long presentations and just 'high-level' value proposition, dive into the details

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Charlie is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Charlie

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Charlie move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Charlie take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Charlie

Personality Compatibility


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