Larry Dubinski

Enthusiast
DISC Type : i

President and CEO at The Franklin Institute

Philadelphia, Pennsylvania, United States

Overview

Larry has no verified overview

Personality Overview

Consensus Focused

Story Driven

Non-Confrontational

They are more about building relationships than just cutting deals.  Unlike D or C types, they are convinced more by stories and testimonials. They agree with others often, so exercise caution when relying on their word.

Topics They Care About

Larry has no verified topics they care about

Media Appearances

Larry has no verified media appearances

Work History

7-2014
President and CEO at The Franklin Institute
3-2013 - 6-2014
Chief Operating Officer at The Franklin Institute
3-2012 - 3-2013
Executive Vice President at The Franklin Institute
10-2007 - 3-2012
Senior Vice President of External Affairs and General Counsel at The Franklin Institute
5-2004 - 10-2007
Vice President of Development and General Counsel at The Franklin Institute

Education

J.D. from Temple University - James E. Beasley School of Law
Bachelor of Arts (B.A.) from The University of Texas at Austin

More Information

Social Presence :

Prographics :

Exp : 25 Location : Philadelphia, Pennsylvania, United States Job Level : Leadership Designation : President and CEO at The Franklin Institute
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Insights For Selling To Larry

During A Call Or A Meeting

DO's

  • Speak from experience about success that the product has seen with other customers
  • Refer to interesting customer testimonials and stress on great customer experience
  • Give them the opportunity to lead the conversation where possible

DONT's

  • Don’t be too formal with them, they trust informality more
  • Don’t ask too many questions in one go, weave them into the flow
  • Don’t be excessively objective, be like a storyteller with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Larry is

  • Relationships and rapport matter to them, but so does the value of the product.
  • Will you ever get a clear answer from Larry

  • They probably won't say no directly.


Insights For Deal Planning

    How fast (or slow) will Larry move?

  • They are not the ones to make fast decisions, even while they stay committed.
  • Can Larry take some risk or not?

  • If it seems really necessary, they can take small risks.

You And Larry

Personality Compatibility


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