Ian Custer

Observer
DISC Type : ci

Territory Manager at Abbott Neuromodulation

South Charleston, West Virginia, United States

Overview

Ian has no verified overview

Personality Overview

Curious

Value Driven

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 often ask many questions and rely heavily on information and documentation.

Topics They Care About

Ian has no verified topics they care about

Media Appearances

Ian has no verified media appearances

Work History

1-2017
Territory Manager at Abbott Neuromodulation
7-2015 - 1-2017
Territory Manager III at St Jude Medical Neuromodulation
1-2014 - 7-2015
Spine Specialist at inoSpine, LLC, Exclusive Distributor of Nuvasive Spine Products
3-2012 - 2-2014
Spine Specialist at Novus Technologies, Exclusive Nuvasive Distributor
2-2009 - 3-2012
Owner at Mountain State Spine, LLC

Education

1994 - 1999
Bachelor or Arts from West Virginia University

More Information

Social Presence :

Prographics :

Exp : 17 Location : South Charleston, West Virginia, United States Job Level : Middle Designation : Territory Manager at Abbott Neuromodulation
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Insights For Selling To Ian

During A Call Or A Meeting

DO's

  • Be prepared for a lot of questions, answer them objectively
  • Use phrases like ‘clear proof that’, ‘data shows’ etc.
  • Help them realize that there is no personal risk in making this decision

DONT's

  • Don’t try to rush them into a decision, provide all necessary information first
  • Don’t be too objective but make sure to pad your storytelling with data points
  • Avoid making offhand commitments

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ian is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Ian

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

Insights For Deal Planning

    How fast (or slow) will Ian move?

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

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

You And Ian

Personality Compatibility


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