Kurt Miles

Questioner
DISC Type : c

Senior Manager Short Line Development at CSX

Jacksonville, Florida, United States

Overview

Kurt has no verified overview

Personality Overview

Price-Sensitive

Cautious & Analytical

Not Easily Convinced

They are more likely than others to negotiate on pricing and terms.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Kurt has no verified topics they care about

Media Appearances

Kurt has no verified media appearances

Work History

2-2023
Senior Manager Short Line Development at CSX
7-2018 - 3-2023
Business Development Manager at CSX
12-2014 - 6-2018
Car Managment-Automotive at CSX
12-1989 - 3-2001
Locomotive Engineer at Conrail

Education

1-2005 - 5-2007
Master of Business Administration - MBA from Wilmington University
9-1984 - 5-1989
Bachelor of Applied Science - BASc from Salisbury University

More Information

Social Presence :

Prographics :

Exp : 22 Location : Jacksonville, Florida, United States Job Level : Middle Designation : Senior Manager Short Line Development at CSX
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Insights For Selling To Kurt

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Share as much information as possible regarding your product
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

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

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Kurt 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 Kurt

  • 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 Kurt move?

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

  • Can Kurt take some risk or not?

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


You And Kurt

Personality Compatibility


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