Richard Denning

Questioner
DISC Type : c

Chief Operating Officer at Brown Equipment Company BEC

Mount Vernon, Indiana, United States

Overview

Richard has no verified overview

Personality Overview

Not Easily Convinced

Cautious & Analytical

Systematic

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  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.

Topics They Care About

Richard has no verified topics they care about

Media Appearances

Richard has no verified media appearances

Work History

5-2023
Chief Operating Officer at Brown Equipment Company BEC
10-2021 - 5-2023
Service Center Director at Brown Equipment Company BEC
8-2019 - 10-2021
Territory Manager at Brown Equipment Company BEC
6-2018 - 8-2019
Sales Representative at United Rentals
12-2016 - 6-2018
District Sales Manager at United Rentals

Education

1988 - 1992
Bachelor of Science (BS) from University of Southern Indiana

More Information

Social Presence :

Prographics :

Exp : 29 Location : Mount Vernon, Indiana, United States Job Level : Leadership Designation : Chief Operating Officer at Brown Equipment Company BEC
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Insights For Selling To Richard

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Tell them that you will come back if you don’t have a good answer for a question
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t overhype the product/pitch, keep it measured
  • Avoid rushing them, be polite and patient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Richard 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 Richard

  • 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 Richard move?

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

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

You And Richard

Personality Compatibility


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