Frederick Koh

Enthusiast
DISC Type : i

Director of Sales at Graphical Networks

Gaithersburg, Maryland, United States

Overview

Frederick has no verified overview

Personality Overview

Optimistic

Story Driven

Amiable & Agreeable

They agree with others often, so exercise caution when relying on their word.  They are more about building relationships than just cutting deals. Unlike D or C types, they are convinced more by stories and testimonials.

Topics They Care About

Frederick has no verified topics they care about

Media Appearances

Frederick has no verified media appearances

Work History

2007
Director of Sales at Graphical Networks
2004 - 2007
Enterprise Software Sales Specialist at CA Technologies
2003 - 2004
Acct Executive at Savvis Communications
2001 - 2003
Senior Acct Executive at Worldcom / MCI
1997 - 2001
Senior Acct Executive at Digex / Worldcom

Education

1991 - 1993
BS from University of Maryland - Robert H. Smith School of Business
1988 - 1991
Education details unavailable from University of Arizona

More Information

Social Presence :

Prographics :

Exp : 29 Location : Gaithersburg, Maryland, United States Job Level : Mid-senior Designation : Director of Sales at Graphical Networks
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Insights For Selling To Frederick

During A Call Or A Meeting

DO's

  • Compliment them about their personality if you get a chance
  • Ask them how their day is going or exchange some other pleasantries
  • Speak from experience about success that the product has seen with other customers

DONT's

  • Don't be critical or challenge them openly, they can react defensively
  • Don’t be too formal with them, they trust informality more
  • Don’t push them for a direct ‘no’, take lack of ‘yes’ as ‘no’ after some time

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Frederick is

  • Relationships and rapport matter to them, but so does the value of the product.
  • Will you ever get a clear answer from Frederick

  • They probably won't say no directly.


Insights For Deal Planning

    How fast (or slow) will Frederick move?

  • They are not the ones to make fast decisions, even while they stay committed.
  • Can Frederick take some risk or not?

  • If it seems really necessary, they can take small risks.

You And Frederick

Personality Compatibility


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