Robert Chew

Questioner
DISC Type : c

Chief Innovation Officer and Chairman of the Board at CAI

Boulder, Colorado, United States

Overview

Robert has no verified overview

Personality Overview

Cautious & Analytical

Price-Sensitive

Not Easily Convinced

It is quite likely of them to ask for pricing or other concessions.  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

Robert has no verified topics they care about

Media Appearances

Robert has no verified media appearances

Work History

1-2022 - 6-2024
Chief Innovation Officer and Chairman of the Board at CAI
1-2008
Chair of the Board of Directors at CAI
1-2008 - 12-2021
CEO and Chairman at CAI
1996 - 2008
Vice President at CAI
1990 - 1996
Vice President at Performance Validation

Education

1978 - 1981
BS from Case Western Reserve University

More Information

Social Presence :

Prographics :

Exp : 43 Location : Boulder, Colorado, United States Job Level : N/A Designation : Chief Innovation Officer and Chairman of the Board at CAI
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Insights For Selling To Robert

During A Call Or A Meeting

DO's

  • Tell them that you will come back if you don’t have a good answer for a question
  • Share as much information as possible regarding your product
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don’t try to be too friendly or informal with them
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Robert 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 Robert

  • 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 Robert move?

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

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


You And Robert

Personality Compatibility


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