Rob McCartney

Questioner
DISC Type : c

Chief Executive Officer at The Barry Robinson Center / The James Barry-Robinson Institute

Norfolk, Virginia, United States

Overview

Rob has no verified overview

Personality Overview

Systematic

Not Easily Convinced

Value Seeker

They prefer to do thorough analysis of any situation.  They are more likely than others to negotiate on pricing and terms. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Rob has no verified topics they care about

Media Appearances

Rob has no verified media appearances

Work History

8-2012
Chief Executive Officer at The Barry Robinson Center / The James Barry-Robinson Institute
1-2011 - 9-2012
Regional Operations Director at The CawleyJohnson Group
11-2005 - 2-2010
CEO at UHS

Education

1980 - 1982
MSW from Michigan State University
1974 - 1978
BA Communication from Michigan State University

More Information

Social Presence :

Prographics :

Exp : 19 Location : Norfolk, Virginia, United States Job Level : Leadership Designation : Chief Executive Officer at The Barry Robinson Center / The James Barry-Robinson Institute
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Insights For Selling To Rob

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Emphasise more on facts and measurable benefits
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Avoid rushing them, be polite and patient
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Rob 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 Rob

  • 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 Rob move?

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

  • Can Rob take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Rob

Personality Compatibility


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