Les Zieve

Questioner
DISC Type : c

Founding Partner at ZBS Law, LLP

Irvine, California, United States

Overview

Les has no verified overview

Personality Overview

Systematic

Price-Sensitive

Not Easily Convinced

They prefer to analyze every situation thoroughly.
  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. It is quite likely of them to ask for pricing or other concessions.

Topics They Care About

Les has no verified topics they care about

Media Appearances

Les has no verified media appearances

Work History

12-1990
Founding Partner at ZBS Law, LLP

Education

1982 - 1985
Doctor of Law - JD from University of California, College of the Law, San Francisco (formerly UC Hastings)
1978 - 1982
Bachelor's degree from University of Southern California

More Information

Social Presence :

Prographics :

Exp : 35 Location : Irvine, California, United States Job Level : N/A Designation : Founding Partner at ZBS Law, LLP
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Insights For Selling To Les

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Emphasise more on facts and measurable benefits
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Avoid rushing them, be polite and patient
  • Don’t try to be too friendly or informal with them
  • 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 Les is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Les

  • 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 Les move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Les take some risk or not?

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


You And Les

Personality Compatibility


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