Dean Cannon

Questioner
DISC Type : c

President and Chief Executive Officer at GrayRobinson, P.A.

Tallahassee Metropolitan Area, United States

Overview

Dean has no verified overview

Personality Overview

Value Seeker

Price-Sensitive

Cautious & Analytical

They are more likely than others to negotiate on pricing and terms.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Dean has no verified topics they care about

Media Appearances

Dean has no verified media appearances

Work History

9-2019
President and Chief Executive Officer at GrayRobinson, P.A.
5-2016 - 8-2019
Executive Vice President, Statewide Chair of Government Affairs at GrayRobinson, P.A.
11-2012 - 5-2016
Founder and President at Capitol Insight
11-2010 - 11-2012
Speaker of the House at Florida House of Representatives
3-2007 - 5-2016
President at Dean Cannon, P.A.

Education

1986 - 1992
B.S. '89 from University of Florida

More Information

Social Presence :

Prographics :

Exp : 30 Location : Tallahassee Metropolitan Area, United States Job Level : Leadership Designation : President and Chief Executive Officer at GrayRobinson, P.A.
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Insights For Selling To Dean

During A Call Or A Meeting

DO's

  • Share as much information as possible regarding your product
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t try to be too friendly or informal with them
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Dean 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 Dean

  • 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 Dean move?

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

  • Can Dean take some risk or not?

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


You And Dean

Personality Compatibility


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