Michael Burbank, CCTM

Questioner
DISC Type : c

Mideast Regional Director at OATS, Inc.

Union, Missouri, United States

Overview

Michael has no verified overview

Personality Overview

Not Easily Convinced

Systematic

Price-Sensitive

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  They prefer to fully evaluate every situation. They are more likely than others to negotiate on pricing and terms.

Topics They Care About

Michael has no verified topics they care about

Media Appearances

Michael has no verified media appearances

Work History

7-2017
Mideast Regional Director at OATS, Inc.
10-2015 - 8-2016
Independent Contractor at Greathaven Properties, LLC.
6-1992 - 8-2015
Program Manager at North Central Texas Council of Governments

Education

1991 - 1993
Masters of City & Regional Planning from The University of Texas at Arlington
1985 - 1990
BS Architecture from The University of Texas at Arlington

More Information

Social Presence :

Prographics :

Exp : 32 Location : Union, Missouri, United States Job Level : Mid-senior Designation : Mideast Regional Director at OATS, Inc.
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Share as much information as possible regarding your product
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Avoid rushing them, be polite and patient
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael 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 Michael

  • 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 Michael move?

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

  • Can Michael take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Michael

Personality Compatibility


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