David Phillips, SPC

Questioner
DISC Type : c

President/CEO at CohesionForce, Inc.

Madison, Alabama, United States

Overview

David has no verified overview

Personality Overview

Value Seeker

Systematic

Price-Sensitive

They are more likely than others to negotiate on pricing and terms.  They prefer to do thorough analysis of any situation. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

David has no verified topics they care about

Media Appearances

David has no verified media appearances

Work History

5-1998
President/CEO at CohesionForce, Inc.
Member Technical Staff at Bear Creek Technologies
Senior Software Engineer at Litton Data Systems

Education

2001 - 2008
Computer Science from The University of Alabama in Huntsville
1987 - 1991
BS from University of Memphis

More Information

Social Presence :

Prographics :

Exp : 28 Location : Madison, Alabama, United States Job Level : Mid-senior Designation : President/CEO at CohesionForce, Inc.
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Insights For Selling To David

During A Call Or A Meeting

DO's

  • Share as much information as possible regarding your product
  • If you have a lower priced product compared to the competition, call out the same
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid rushing them, be polite and patient
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with David 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 David

  • 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 David move?

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

  • Can David take some risk or not?

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


You And David

Personality Compatibility


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