Martin Capehart

Questioner
DISC Type : c

IT Administrator at Lindsey & Associates

Lowell, Arkansas, United States

Overview

Martin has no verified overview

Personality Overview

Systematic

Not Easily Convinced

Value Seeker

It is quite likely of them to ask for pricing or other concessions.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They prefer to do thorough analysis of any situation.

Topics They Care About

Martin has no verified topics they care about

Media Appearances

Martin has no verified media appearances

Work History

2-2013
IT Administrator at Lindsey & Associates
10-2005 - 2-2013
Computer/Printer Technician at AAA Business Systems, Inc.
3-1991 - 10-2005
Home Health Care Sales at Grogan's Healthcare Supply

Education

1976 - 1982
Bachelor's degree from Oklahoma Wesleyan University
1975 - 1976
Religion/Religious Studies from Hannibal-LaGrange College

More Information

Social Presence :

Prographics :

Exp : 35 Location : Lowell, Arkansas, United States Job Level : N/A Designation : IT Administrator at Lindsey & Associates
URL has been copied!

Insights For Selling To Martin

During A Call Or A Meeting

DO's

  • 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
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Avoid rushing them, be polite and patient
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Martin 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 Martin

  • 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 Martin move?

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

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


You And Martin

Personality Compatibility


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