Keith Robinson

Questioner
DISC Type : c

Professor at Wake Forest University School of Law

Winston-Salem, North Carolina, United States

Overview

Keith has no verified overview

Personality Overview

Not Easily Convinced

Cautious & Analytical

Price-Sensitive

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They prefer to fully evaluate every situation.

Topics They Care About

Keith has no verified topics they care about

Media Appearances

Keith has no verified media appearances

Work History

6-2021
Professor at Wake Forest University School of Law
6-2011 - 6-2021
Associate Professor at SMU Dedman School of Law
9-2004 - 6-2011
Associate at Foley and Lardner LLP
Technology Consultant at Ernst & Young LLP

Education

2001 - 2004
JD from Duke University School of Law
1995 - 1999
Bachelor of Science from Duke University

More Information

Social Presence :

Prographics :

Exp : 21 Location : Winston-Salem, North Carolina, United States Job Level : Senior Designation : Professor at Wake Forest University School of Law
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Insights For Selling To Keith

During A Call Or A Meeting

DO's

  • Share as much information as possible regarding your product
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t overhype the product/pitch, keep it measured
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Keith is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to 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?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Keith take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Keith

Personality Compatibility


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