Lester Gurtler

Enigma
DISC Type : icd

V.P.Operations at Gurtler Industries Inc.

South Holland, Illinois, United States

Overview

Lester has no verified overview

Personality Overview

Challenger

Fast Follower

Hard To Convince

They can sound friendly and charming but can quickly change gears to become inquisitive and probing  They are generally strong communicators and are not easy to convince. They are likely to ask many questions and look heavily for supporting proof as well as information.

Topics They Care About

Lester has no verified topics they care about

Media Appearances

Lester has no verified media appearances

Work History

1-2005
V.P.Operations at Gurtler Industries Inc.

Education

1967 - 1972
Bachelor of Science (BS) from University of Illinois Chicago
1963 - 1967
Education details unavailable from Morgan Park HS

More Information

Social Presence :

Prographics :

Exp : 21 Location : South Holland, Illinois, United States Job Level : N/A Designation : V.P.Operations at Gurtler Industries Inc.
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Insights For Selling To Lester

During A Call Or A Meeting

DO's

  • Let them lead the discussion, create opportunities for them to speak if they are not very forthcoming
  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."
  • Build rapport slwly without rushing, it will come handy to handle hard questions later

DONT's

  • Don’t brush off any concerns, take all questions seriously. They are easily deterred
  • Don’t rely excessively on your relationship with them to win the deal even if you come to form one
  • Avoid long presentations and just 'high-level' value proposition, dive into the details

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Lester is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Lester

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Lester move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Lester take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Lester

Personality Compatibility


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