Rick Tossavainen

Questioner
DISC Type : c

CEO at Dark Wolf Solutions

Chantilly, Virginia, United States

Overview

Rick has no verified overview

Personality Overview

Value Seeker

Not Easily Convinced

Cautious & Analytical

They are more likely than others to negotiate on pricing and terms.  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

Rick has no verified topics they care about

Media Appearances

Rick has no verified media appearances

Work History

1-2019
CEO at Dark Wolf Solutions
11-2013 - 12-2018
Vice President at Dark Wolf Solutions
8-1997 - 11-2013
Senior Principal at SRA International, Inc.

Education

1996 - 1997
MBA from Rensselaer Polytechnic Institute - The Lally School of Management
1992 - 1996
BS from Rensselaer Polytechnic Institute

More Information

Social Presence :

Prographics :

Exp : 28 Location : Chantilly, Virginia, United States Job Level : Leadership Designation : CEO at Dark Wolf Solutions
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Insights For Selling To Rick

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Back up any claims with data and numbers
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • 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 Rick is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Rick

  • 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 Rick move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Rick take some risk or not?

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

You And Rick

Personality Compatibility


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