Dale Koch

Evaluator
DISC Type : dsc

Director of Electrical Engineering at 3is Inc

Rochester, Michigan, United States

Overview

Dale has no verified overview

Personality Overview

Thorough Evaluator

Fast But Analytical

Hard To Convince

They focus on the results, but can still be quite procedural and analytical about how to get there  They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical They are not very likely to become strong advocates of your product or service

Topics They Care About

Dale has no verified topics they care about

Media Appearances

Dale has no verified media appearances

Work History

6-2017
Director of Electrical Engineering at 3is Inc
9-2014
Senior Consultant at DLK3 Consulting, LLC
9-2014
Sr. Consultant at DCYI
5-2014 - 9-2014
Home Engineer at Retired
10-2010 - 5-2014
Manager - Product Responsible EE Concept at Chysler LLC

Education

1980 - 1984
MS from University of Michigan-Dearborn
1974 - 1978
BS from Michigan State University

More Information

Social Presence :

Prographics :

Exp : 15 Location : Rochester, Michigan, United States Job Level : Mid-senior Designation : Director of Electrical Engineering at 3is Inc
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Insights For Selling To Dale

During A Call Or A Meeting

DO's

  • Help them see both - the ‘big picture’ impact and the ROI of the investment
  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.
  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples

DONT's

  • Avoid self-deprecating references or general informality, it could decrease their trust in you
  • Avoid making strong statements, instead invite them to agree with you by asking them questions
  • Avoid inviting them for any social interactions until you have built some rapport with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Dale is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Dale

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Dale move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Dale take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Dale

Personality Compatibility


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