Robert Gust

Enigma
DISC Type : cid

Account Executive at Parking Systems

New York City Metropolitan Area, United States

Overview

Robert has no verified overview

Personality Overview

Challenger

Fast Follower

Hard To Convince

They can sound friendly and charming but can quickly change gears to become inquisitive and probing  They are generally strong communicators and are not easy to convince. They are likely to ask many questions and look heavily for supporting proof as well as information.

Topics They Care About

Robert has no verified topics they care about

Media Appearances

Robert has no verified media appearances

Work History

10-1987
Account Executive at Parking Systems
3-2007 - 9-2007
Programmer at Accenture Technology Solutions

Education

2005 - 2008
MSc from Pace University
1999 - 2003
BA from Hofstra University

More Information

Social Presence :

Prographics :

Exp : 19 Location : New York City Metropolitan Area, United States Job Level : N/A Designation : Account Executive at Parking Systems
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Insights For Selling To Robert

During A Call Or A Meeting

DO's

  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."
  • Build rapport slwly without rushing, it will come handy to handle hard questions later
  • Let them lead the discussion, create opportunities for them to speak if they are not very forthcoming

DONT's

  • Don’t brush off any concerns, take all questions seriously. They are easily deterred
  • Avoid long presentations and just 'high-level' value proposition, dive into the details
  • Don’t rely excessively on your relationship with them to win the deal even if you come to form one

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Robert is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Robert

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Robert move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Robert take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Robert

Personality Compatibility


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