Keith Cook

Wildcard
DISC Type : ics

FCCMA District 1 Director at Florida City & County Management Association

Panama City, Florida, United States

Overview

Keith has no verified overview

Personality Overview

Curious But Skeptical

ROI Driven

Requires Proof

They typically tend to be late adopters even when they seem friendly and excited about what you have to sell  They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions They are often friendly and nice, but can sometimes suprise you with their piercing questions

Topics They Care About

Keith has no verified topics they care about

Media Appearances

Keith has no verified media appearances

Work History

6-2023
FCCMA District 1 Director at Florida City & County Management Association
6-2017
City Manager at City of Callaway
1-2011 - 6-2017
Director Of Operations at City of Cabot

Education

1987 - 1991
Bachelors from University of Arkansas

More Information

Social Presence :

Prographics :

Exp : 15 Location : Panama City, Florida, United States Job Level : Mid-senior Designation : FCCMA District 1 Director at Florida City & County Management Association
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Insights For Selling To Keith

During A Call Or A Meeting

DO's

  • Ask them questions to understand their needs better while staying affable
  • Persuade objectively how your product will help them achieve their goals
  • Invite them for a social do but don’t rely solely on the relationship

DONT's

  • Don't ask them to move fast, let them take their time and digest all the information
  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Keith is

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

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Keith move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Keith take some risk or not?

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

You And Keith

Personality Compatibility


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