Mike Robinson

Questioner
DISC Type : c

Vice President Commercial Development at R. J. Corman Railroad Group, LLC

Berea, Kentucky, United States

Overview

Mike has no verified overview

Personality Overview

Systematic

Value Seeker

Not Easily Convinced

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 fully evaluate every situation.

Topics They Care About

Mike has no verified topics they care about

Media Appearances

Mike has no verified media appearances

Work History

8-2017
Vice President Commercial Development at R. J. Corman Railroad Group, LLC
5-2013 - 9-2017
Director of Sales at Private Company
1-2011 - 5-2013
Region Vice President at Lithonia Lighting

Education

1991 - 1993
Master of Science (MS) from Murray State University
1987 - 1991
Bachelor of Arts (B.A.) from Murray State University
Education details unavailable from Leadership Kentucky

More Information

Social Presence :

Prographics :

Exp : 15 Location : Berea, Kentucky, United States Job Level : Senior Designation : Vice President Commercial Development at R. J. Corman Railroad Group, LLC
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Insights For Selling To Mike

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Emphasise more on facts and measurable benefits
  • Back up any claims with data and numbers

DONT's

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

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mike 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 Mike

  • 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 Mike move?

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

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

You And Mike

Personality Compatibility


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