Ralf Hotchkiss

Questioner
DISC Type : c

Chief Engineer at Whirlwind Wheelchair International

Oakland, California, United States

Overview

Ralf has no verified overview

Personality Overview

Not Easily Convinced

Systematic

Cautious & Analytical

They prefer to fully evaluate every situation.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Ralf has no verified topics they care about

Media Appearances

Ralf has no verified media appearances

Work History

Chief Engineer at Whirlwind Wheelchair International
Visiting Lecturer, Lab Instructor at MIT D-Lab
6-2014
Senior Research Scientist at San Francisco State University

Education

1965 - 1970
BA from Oberlin College
Education details unavailable from San Francisco State University

More Information

Social Presence :

Prographics :

Exp : N/A Location : Oakland, California, United States Job Level : N/A Designation : Chief Engineer at Whirlwind Wheelchair International
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Insights For Selling To Ralf

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Emphasise more on facts and measurable benefits

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Avoid rushing them, be polite and patient
  • 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 Ralf 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 Ralf

  • 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 Ralf move?

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

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

You And Ralf

Personality Compatibility


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