Rich Lancaster

Questioner
DISC Type : c

Territory Account Executive at TouchSource

Washington DC-Baltimore Area, United States

Overview

Rich has no verified overview

Personality Overview

Price-Sensitive

Value Seeker

Systematic

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  It is quite likely of them to ask for pricing or other concessions. They prefer to fully evaluate every situation.

Topics They Care About

Rich has no verified topics they care about

Media Appearances

Rich has no verified media appearances

Work History

7-2019
Territory Account Executive at TouchSource
3-2013 - 5-2019
Account Manager - Senior Product Specialist at Morrow Technologies - JANUS Displays
4-2012 - 3-2013
Solutions Consultant - SaaS Sales at Mvix (USA)

Education

2008 - 2012
Bachelor's Degree from Christendom College

More Information

Social Presence :

Prographics :

Exp : 13 Location : Washington DC-Baltimore Area, United States Job Level : Middle Designation : Territory Account Executive at TouchSource
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Insights For Selling To Rich

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • If you have a lower priced product compared to the competition, call out the same
  • Emphasise more on facts and measurable benefits

DONT's

  • Don’t try to be too friendly or informal with them
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid rushing them, be polite and patient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Rich 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 Rich

  • 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 Rich move?

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

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

You And Rich

Personality Compatibility


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