Rich Kerslake MA

Inspirer
DISC Type : id

Director Business Development at Collins Aerospace

Dubai, United Arab Emirates

Overview

Rich has no verified overview

Personality Overview

Fast Adopter

Achievment Oriented

Generous

They don’t mind taking a stand if they believe in something.  They usually prefer to drive the conversation. They measure a product on its merit but can be influenced by strong testimonials.

Topics They Care About

Rich has no verified topics they care about

Media Appearances

Rich has no verified media appearances

Work History

5-2019
Director Business Development at Collins Aerospace
9-2017 - 4-2019
Head of Maritime Middle East at Rohde & Schwarz
1-2014 - 9-2017
Naval Services Sales Manager at Thales UK
1-2013 - 9-2013
Commanding Officer at Foreign and Commonwealth Office
9-2011 - 1-2013
Capability Sponsor at UK Ministry of Defence

Education

2006 - 2007
MA Defence Studies from King's College London
Education details unavailable from Exeter School

More Information

Social Presence :

Prographics :

Exp : 38 Location : Dubai, United Arab Emirates Job Level : Mid-senior Designation : Director Business Development at Collins Aerospace
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Insights For Selling To Rich

During A Call Or A Meeting

DO's

  • Keep your pitch focused on the impact but insert some anecdotes into it
  • Refer to testimonials from well known people to highlight the value of your product
  • Acknowledge their status and position during the conversation

DONT's

  • Don't be unorganized, be prepared for the pitch
  • Don’t be too verbose or overly friendly; a little bit, however, is fine
  • Avoid focusing only on the product or its ROI, keep building trust subtly

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Rich is

  • Confidence in the product’s value is critical, followed by relationship and a sense of achievement.
  • Will you ever get a clear answer from Rich

  • They will not hesitate to say no if they do not develop conviction.

Insights For Deal Planning

    How fast (or slow) will Rich move?

  • If they develop confidence in your product and you, then they can make fast decisions.
  • Can Rich take some risk or not?

  • If necessary, they have the ability to take risky decisions.

You And Rich

Personality Compatibility


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