Keith Umlauf

Questioner
DISC Type : c

COO/Owner at Haire Group

Merrillville, Indiana, United States

Overview

Keith has no verified overview

Personality Overview

Not Easily Convinced

Cautious & Analytical

Systematic

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

Topics They Care About

Keith has no verified topics they care about

Media Appearances

Keith has no verified media appearances

Work History

8-2010
COO/Owner at Haire Group
Vice President of Sales at Haire Group
Sales Representative at Haire Group
8-1989
Inventory Management Specialist at Haire Group

Education

Bachelors Degree from Indiana University Bloomington
Education details unavailable from Indiana University Bloomington

More Information

Social Presence :

Prographics :

Exp : 36 Location : Merrillville, Indiana, United States Job Level : Senior Designation : COO/Owner at Haire Group
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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
  • Tell them that you will come back if you don’t have a good answer for a question
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t overhype the product/pitch, keep it measured
  • Avoid rushing them, be polite and patient

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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