Lance Burchett

Examiner
DISC Type : cs

Vice President for Advancement and CEO of the KSU Foundation at Kennesaw State University

Kennesaw, Georgia, United States

Overview

Lance has no verified overview

Personality Overview

Process Oriented

Tough To Convince

Overcautious

Being observant comes to them naturally.  They are quite aware of their needs and limitations, so they are unlikely to over-promise. The only way to convince them is by showing them examples and ample proof.

Topics They Care About

Lance has no verified topics they care about

Media Appearances

Lance has no verified media appearances

Work History

12-2018
Vice President for Advancement and CEO of the KSU Foundation at Kennesaw State University
10-2011 - 12-2018
Vice Chancellor for Institutional Advancement at University of Arkansas for Medical Sciences
8-2004 - 10-2011
Vice President for Advancement at Ringling College of Art and Design
9-1999 - 9-2004
Vice President for University Advancement at Northwest Missouri State University
6-1997 - 9-1999
Executive Director Alumni Association at San Diego State University

Education

Master of Arts (M.A.) from University of Arkansas

More Information

Social Presence :

Prographics :

Exp : 35 Location : Kennesaw, Georgia, United States Job Level : Leadership Designation : Vice President for Advancement and CEO of the KSU Foundation at Kennesaw State University
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Insights For Selling To Lance

During A Call Or A Meeting

DO's

  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Expect them to be vague in response to your questions, ask firmly and pointedly

DONT's

  • Don't push them too hard to make fast decisions, give them time
  • Don't be very accepting if that is your natural style, stay firm
  • Avoid getting into storytelling mode, especially when they ask specific questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Lance is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Lance

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Lance move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can Lance take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Lance

Personality Compatibility


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