Don Buchman

Questioner
DISC Type : c

APEX Board of Directors at APEX (Airline Passenger Experience Association)

San Diego County, California, United States

Overview

Don has no verified overview

Personality Overview

Value Seeker

Not Easily Convinced

Price-Sensitive

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  They are more likely than others to negotiate on pricing and terms. They prefer to fully evaluate every situation.

Topics They Care About

Don has no verified topics they care about

Media Appearances

Don has no verified media appearances

Work History

12-2025
APEX Board of Directors at APEX (Airline Passenger Experience Association)
1-1999
President Aviation at ViaSat

Education

1994 - 1996
MSEE from University of Southern California
1986 - 1990
BS from University of Illinois Urbana-Champaign

More Information

Social Presence :

Prographics :

Exp : 27 Location : San Diego County, California, United States Job Level : N/A Designation : APEX Board of Directors at APEX (Airline Passenger Experience Association)
URL has been copied!

Insights For Selling To Don

During A Call Or A Meeting

DO's

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

DONT's

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

  • 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 Don move?

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

  • Can Don take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Don

Personality Compatibility


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