Craig Coan

Questioner
DISC Type : c

Partner at Greenberg Glusker LLP

Los Angeles, California, United States

Overview

Craig has no verified overview

Personality Overview

Systematic

Value Seeker

Not Easily Convinced

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

Topics They Care About

Craig has no verified topics they care about

Media Appearances

Craig has no verified media appearances

Work History

6-2015
Partner at Greenberg Glusker LLP
8-2009
Owner at ConferenceSpend
2-2007 - 6-2015
Attorney at Mason, Wenk & Berman, LLC
Owner at Ryders Lane LLC
Options Trader at CBOE

Education

1983 - 1986
JD from Northwestern University Pritzker School of Law
1979 - 1982
B.S. from University of Florida

More Information

Social Presence :

Prographics :

Exp : 18 Location : Los Angeles, California, United States Job Level : N/A Designation : Partner at Greenberg Glusker LLP
URL has been copied!

Insights For Selling To Craig

During A Call Or A Meeting

DO's

  • Tell them that you will come back if you don’t have a good answer for a question
  • Emphasise more on facts and measurable benefits
  • If you have a lower priced product compared to the competition, call out the same

DONT's

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

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Craig 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 Craig

  • 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 Craig move?

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

  • Can Craig take some risk or not?

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


You And Craig

Personality Compatibility


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