Mark Gustin

Wildcard
DISC Type : cis

Managing Partner at GIS Benefits, Inc.

Winter Park, Florida, United States

Overview

Mark has no verified overview

Personality Overview

ROI Driven

Curious But Skeptical

Friendly But Slow

They are often friendly and nice, but can sometimes suprise you with their piercing questions  They typically tend to be late adopters even when they seem friendly and excited about what you have to sell They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions

Topics They Care About

Mark has no verified topics they care about

Media Appearances

Mark has no verified media appearances

Work History

1-2016
Managing Partner at GIS Benefits, Inc.
5-2013
President at GIS Benefits - Mid-Atlantic
5-2006 - 5-2013
Senior Account Executive at Unum

Education

2002 - 2006
Bachelor's degree from University of Richmond

More Information

Social Presence :

Prographics :

Exp : 19 Location : Winter Park, Florida, United States Job Level : N/A Designation : Managing Partner at GIS Benefits, Inc.
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Insights For Selling To Mark

During A Call Or A Meeting

DO's

  • Help them realize that there is no personal risk in making this decision
  • Focus on immediate action-items rather than the larger goals
  • Invite them for a social do but don’t rely solely on the relationship

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don't ask them to move fast, let them take their time and digest all the information
  • Do not sound overly eager, modulate your energy levels especially if you are generally enthusiastic

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mark is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Mark

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Mark move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Mark take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Mark

Personality Compatibility


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