Don White

Observer
DISC Type : ic

Director Strategic Sales at Magic Software

Grand Prairie, Texas, United States

Overview

Don has no verified overview

Personality Overview

Value Driven

Example Seeker

Assertive

They are generally strong communicators and are not easy to convince.  They can sound friendly and charming but can quickly change gears to become inquisitive and probing. They ask a lot of questions and rely heavily on information and collaterals.

Topics They Care About

Don has no verified topics they care about

Media Appearances

Don has no verified media appearances

Work History

8-2003
Director Strategic Sales at Magic Software
7-2000 - 1-2003
Regional Integration Sales & Global Alliances Mgr at iWay/Information Builders

Education

BS from Midwestern State University
MBA from University Dallas

More Information

Social Presence :

Prographics :

Exp : 25 Location : Grand Prairie, Texas, United States Job Level : Mid-senior Designation : Director Strategic Sales at Magic Software
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Insights For Selling To Don

During A Call Or A Meeting

DO's

  • Build rapport, it will come handy to handle hard questions later
  • Ask them questions to understand their needs better while staying affable
  • Help them realize that there is no personal risk in making this decision

DONT's

  • Don’t rely excessively on your relationship with them to win the deal
  • Avoid making offhand commitments
  • Don’t try to rush them into a decision, provide all necessary information first

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Don is

  • Proven value, strong testimonials are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Don

  • They are practical yet friendly, don’t expect a clear no very often.

Insights For Deal Planning

    How fast (or slow) will Don move?

  • They like to analyze well and then make their decisions.
  • Can Don take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Don

Personality Compatibility


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