Mark Staiger

Critic
DISC Type : C

Associate Professor at University of Canterbury

New Zealand

Overview

Mark has no verified overview

Personality Overview

Objective Thinker

Negotiator

Information Seeker

They are quite likely to negotiate on pricing or other key terms.  They like to take decisions independently and do not seek others' support often. They don’t appreciate bells and whistles unless backed by data.

Topics They Care About

Mark has no verified topics they care about

Media Appearances

Mark has no verified media appearances

Work History

2-2001
Associate Professor at University of Canterbury

Education

1991 - 1996
PhD from Monash University

More Information

Social Presence :

Prographics :

Exp : 25 Location : New Zealand Job Level : N/A Designation : Associate Professor at University of Canterbury
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Insights For Selling To Mark

During A Call Or A Meeting

DO's

  • Don’t forget to mention how you compare to competition on both features and pricing
  • Be ready to answer many clarity-seeking questions and requests for information
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.

DONT's

  • Avoid pushing them too much to involve other stakeholders unless it is critical
  • Don't give superficial answers, they are easily rattled by them
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mark is

  • Proof of ROI, low pricing and objective proof points are the important factors for them.
  • Will you ever get a clear answer from Mark

  • They do not mind saying no if they believe that it is the right decision.

Insights For Deal Planning

    How fast (or slow) will Mark move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Mark take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Mark

Personality Compatibility


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