Hank Yochum

Balancer
DISC Type : S

Professor and Department Head, Physics at The Citadel

Charleston County, South Carolina, United States

Overview

Hank has no verified overview

Personality Overview

Diplomatic

Empathetic

Risk-Averse

They are polite and respectful but practical.  They are comfortable taking a long term view. Even if it takes time, they prefer following the process.

Topics They Care About

Hank has no verified topics they care about

Media Appearances

Hank has no verified media appearances

Work History

7-2020
Professor and Department Head, Physics at The Citadel
6-2018 - 6-2020
Associate Dean For Academic Affairs and Professor at Sweet Briar College
7-2018
Director, The Margaret Jones Wyllie '45 Engineering Program, Professor at Sweet Briar College
Member of Technical Staff at OFS

Education

1994 - 1999
PhD from Wake Forest University
1990 - 1994
BS from College of Charleston

More Information

Social Presence :

Prographics :

Exp : 7 Location : Charleston County, South Carolina, United States Job Level : N/A Designation : Professor and Department Head, Physics at The Citadel
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Insights For Selling To Hank

During A Call Or A Meeting

DO's

  • Actively address their concerns around change, risk, and acceptance by users
  • Encourage them to invite other key stakeholders for discussions
  • Be personal and polite and slightly formal

DONT's

  • Don’t try to be overly social in the early interactions
  • Skip mentioning details that are confusing
  • Do not sound very transactional, make extra effort to be genuinely interested

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Hank is

  • What matters the most to them is low risk, adoption by others and proven case studies.
  • Will you ever get a clear answer from Hank

  • They never like to say no directly, they postpone the decisions or just go silent.

Insights For Deal Planning

    How fast (or slow) will Hank move?

  • They can be very slow in making decisions.
  • Can Hank take some risk or not?

  • They are very likely to play it safe rather than taking risk.

You And Hank

Personality Compatibility


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