Dustin Pfaff

Questioner
DISC Type : c

Director of Sales at Blue Star Gas

Santa Rosa, California, United States

Overview

Dustin has no verified overview

Personality Overview

Cautious & Analytical

Not Easily Convinced

Systematic

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  They prefer to do thorough analysis of any situation. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Dustin has no verified topics they care about

Media Appearances

Dustin has no verified media appearances

Work History

7-2024
Director of Sales at Blue Star Gas
8-2023 - 7-2024
District Sales Manager at Grainger
11-2019 - 8-2023
Field Sales Manager at Grainger
5-2014 - 11-2019
Commercial Account Manager at Grainger
1-2012 - 1-2014
Assistant Winemaker at Talty Vineyards and Winery

Education

2009 - 2011
Bachelor of Arts from California State University-Sacramento
2007 - 2008
Associates of Arts from Modesto Junior College

More Information

Social Presence :

Prographics :

Exp : 13 Location : Santa Rosa, California, United States Job Level : Mid-senior Designation : Director of Sales at Blue Star Gas
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Insights For Selling To Dustin

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Avoid rushing them, be polite and patient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Dustin 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 Dustin

  • 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 Dustin move?

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

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


You And Dustin

Personality Compatibility


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