Don Frank

Evaluator
DISC Type : Dcs

Director of IT at USAA

Phoenix, Arizona, United States

Overview

Don has no verified overview

Personality Overview

Quality Focused

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

Don has no verified topics they care about

Media Appearances

Don has no verified media appearances

Work History

3-2018
Director of IT at USAA
7-2015 - 3-2018
IT Director - Corporate Applications at Taylor Morrison
1-1998 - 7-2015
IT Manager at PETSMART
6-1992 - 1-1998
Sr Programmer/Analyst at PCS Health Systems

Education

2009 - 2011
Business Adminstration from Ottawa University
Computer Science from Penn State University

More Information

Social Presence :

Prographics :

Exp : 33 Location : Phoenix, Arizona, United States Job Level : Mid-senior Designation : Director of IT at USAA
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Insights For Selling To Don

During A Call Or A Meeting

DO's

  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.
  • Showcase how you can impact results but also make sure that you share detailed information too
  • 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 inviting them for any social interactions until you have built some rapport with them
  • Avoid making strong statements, instead invite them to agree with you by asking them questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Don is

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

  • 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 Don move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Don 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 Don

Personality Compatibility


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