Doug Brown

Questioner
DISC Type : c

Chief Utility Engineer at City, Water, Light & Power

Springfield, Illinois, United States

Overview

Doug has no verified overview

Personality Overview

Value Seeker

Price-Sensitive

Not Easily Convinced

It is quite likely of them to ask for pricing or other concessions.  They prefer to fully evaluate every situation. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Doug has no verified topics they care about

Media Appearances

Doug has no verified media appearances

Work History

8-1994
Chief Utility Engineer at City, Water, Light & Power

Education

2008 - 2010
Master of Business Administration (M.B.A.) from University of Illinois Urbana-Champaign
1992 - 1994
Bachelor of Science (BS) from University of Illinois Urbana-Champaign

More Information

Social Presence :

Prographics :

Exp : 31 Location : Springfield, Illinois, United States Job Level : Mid-senior Designation : Chief Utility Engineer at City, Water, Light & Power
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Insights For Selling To Doug

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Share as much information as possible regarding your product
  • If you have a lower priced product compared to the competition, call out the same

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
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Doug is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Doug

  • 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 Doug move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Doug take some risk or not?

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

You And Doug

Personality Compatibility


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