Keith Custis

Questioner
DISC Type : c

Principal at Custis Law, P.C.

Los Angeles, California, United States

Overview

Keith has no verified overview

Personality Overview

Systematic

Cautious & Analytical

Value Seeker

They prefer to do thorough analysis of any situation.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. It is quite likely of them to ask for pricing or other concessions.

Topics They Care About

Keith has no verified topics they care about

Media Appearances

Keith has no verified media appearances

Work History

8-2018
Principal at Custis Law, P.C.
3-2014 - 7-2018
Principal at Custis Law Office
Attorney at Keith Custis, Esq.
Associate at Stroock & Stroock & Lavan LLP
Associate at Choate, Hall & Stewart

Education

1994 - 1997
Juris Doctorate from Boston College Law School
1990 - 1992
Master of Fine Arts from American University

More Information

Social Presence :

Prographics :

Exp : 11 Location : Los Angeles, California, United States Job Level : Mid-senior Designation : Principal at Custis Law, P.C.
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Insights For Selling To Keith

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Emphasise more on facts and measurable benefits
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Avoid rushing them, be polite and patient
  • Don’t overhype the product/pitch, keep it measured
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Keith is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Keith

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Keith move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Keith take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Keith

Personality Compatibility


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