Mark VanLoh A.A.E.

Questioner
DISC Type : c

President and CEO at Jacksonville Aviation Authority

Metro Jacksonville, United States

Overview

Mark has no verified overview

Personality Overview

Not Easily Convinced

Value Seeker

Cautious & Analytical

They are more likely than others to negotiate on pricing and terms.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Mark has no verified topics they care about

Media Appearances

Mark has no verified media appearances

Work History

12-2018
President and CEO at Jacksonville Aviation Authority
2-2017 - 12-2018
President and CEO at Tulsa Airports Authority
5-2004 - 7-2016
Director of Aviation at City of Kansas City, MO
8-2001 - 5-2004
President and CEO at Chattanooga Airport Authority
5-1998 - 8-2001
Commissioner of Aviation at City of Cleveland

Education

1981 - 1985
Bachelor of Science (B.S.) triple major from Minnesota State University, Mankato
1978 - 1981
1st Calvary Division from United States Army

More Information

Social Presence :

Prographics :

Exp : 37 Location : Metro Jacksonville, United States Job Level : Leadership Designation : President and CEO at Jacksonville Aviation Authority
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Insights For Selling To Mark

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Back up any claims with data and numbers

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mark is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Mark

  • 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 Mark move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Mark take some risk or not?

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


You And Mark

Personality Compatibility


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