Neal Lutterman

Observer
DISC Type : ci

Partner at Wilke Fleury

Sacramento, California, United States

Overview

Neal has no verified overview

Personality Overview

Example Seeker

Assertive

Curious

They ask a lot of questions and rely heavily on information and collaterals.  They are generally good communicators and can be hard to convince. They can sound friendly and charming but can quickly change gears to become inquisitive and probing.

Topics They Care About

Neal has no verified topics they care about

Media Appearances

Neal has no verified media appearances

Work History

2-2015
Partner at Wilke Fleury
9-2011 - 1-2015
Deputy City Attorney, Litigation Department Supervisor at Office of the City Attorney, City of Stockton
2-2000 - 8-2011
Shareholder at Riggio Mordaunt Kelly & Lutterman
4-1997 - 1-2000
Associate Attorney at Steinheimer Riggio Haydel & Mordaunt

Education

1991 - 1994
Doctor of Law (J.D.) from University of the Pacific - McGeorge School of Law
1987 - 1991
Bachelor of Arts (B.A.) from UC Irvine

More Information

Social Presence :

Prographics :

Exp : 28 Location : Sacramento, California, United States Job Level : N/A Designation : Partner at Wilke Fleury
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Insights For Selling To Neal

During A Call Or A Meeting

DO's

  • Help them realize that there is no personal risk in making this decision
  • Build rapport, it will come handy to handle hard questions later
  • Share testimonials from known people and give multiple examples of product value

DONT's

  • Don’t brush off any concerns, take all questions seriously
  • Don’t try to rush them into a decision, provide all necessary information first
  • Don’t be too objective but make sure to pad your storytelling with data points

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Neal is

  • Proven value, strong testimonials are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Neal

  • They are practical and friendly, don't expect a clear-cut response often.

Insights For Deal Planning

    How fast (or slow) will Neal move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Neal take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Neal

Personality Compatibility


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