Jeff Schwaber

Examiner
DISC Type : cs

Principal at Stein Sperling

Rockville, Maryland, United States

Overview

Jeff has no verified overview

Personality Overview

Status Quo Seeker

Overcautious

Process Oriented

They are thorough and always follow a systematic approach.  The only way to convince them is by showing them examples and ample proof. Being observant comes to them naturally.

Topics They Care About

Jeff has no verified topics they care about

Media Appearances

Jeff has no verified media appearances

Work History

Principal at Stein Sperling

Education

1986 - 1988
Doctor of Law (J.D.) from Georgetown Law
1979 - 1983
Bachelor of Arts (B.A.) from Harvard University

More Information

Social Presence :

Prographics :

Exp : N/A Location : Rockville, Maryland, United States Job Level : N/A Designation : Principal at Stein Sperling
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Insights For Selling To Jeff

During A Call Or A Meeting

DO's

  • Expect them to be slow and cautious, encourage them to ask more questions
  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them

DONT's

  • Don't push them too hard to make fast decisions, give them time
  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't be very accepting if that is your natural style, stay firm

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Jeff is

  • Adoption by others is very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Jeff

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Jeff move?

  • They don't like to hasten, so their speed of decision-making may be slow.
  • Can Jeff take some risk or not?

  • They have little willingness to take risks, and prefer making calculated decisions.

You And Jeff

Personality Compatibility


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