Richard L. Sanford, II

Critic
DISC Type : C

President/CEO at Whitener Capital Management, Inc.

Rocky Mount, North Carolina, United States

Overview

Richard has no verified overview

Personality Overview

ROI Driven

Precise

Information Seeker

They prefer to do logical analysis and value evidence over emotions.  They are quite likely to negotiate on pricing or other key terms. They don’t appreciate bells and whistles unless backed by data.

Topics They Care About

Richard has no verified topics they care about

Media Appearances

Richard has no verified media appearances

Work History

12-2009
President/CEO at Whitener Capital Management, Inc.
1-2004 - 12-2009
Chief Compliance Officer at Whitener Capital Management, Inc.
1-2003 - 12-2009
Vice President at Whitener Capital Management
9-1997 - 12-2002
Investment Broker at A.G. Edwards

Education

2002 - 2007
MBA from East Carolina University - College of Business
1990 - 1995
BA from East Carolina University

More Information

Social Presence :

Prographics :

Exp : 28 Location : Rocky Mount, North Carolina, United States Job Level : N/A Designation : President/CEO at Whitener Capital Management, Inc.
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Insights For Selling To Richard L.

During A Call Or A Meeting

DO's

  • Tell them what ROI they can expect
  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories
  • Leverage facts and figures wherever possible; use percentages, numbers etc.

DONT's

  • Don't give superficial answers, they are easily rattled by them
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.
  • Make extra effort to not seem pushy or confrontational

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Richard L. is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Richard L.

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will Richard L. move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Richard L. take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Richard L.

Personality Compatibility


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