Robert Laughlin

Enigma
DISC Type : cid

Sr. Software Engineering Manager at Collins Aerospace

Marion, Iowa, United States

Overview

Robert has no verified overview

Personality Overview

Fast Follower

Friendly Yet Blunt

Hard To Convince

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

Topics They Care About

Robert has no verified topics they care about

Media Appearances

Robert has no verified media appearances

Work History

9-2017
Sr. Software Engineering Manager at Collins Aerospace
5-2009 - 9-2017
General Manager, Engineering & Operations at Systems & Electronics, Inc
3-2004 - 12-2008
Illinois Software Center Director/Automotive Product Director at Motorola
12-2000 - 3-2004
Embedded Software Operations Manager at Motorola
1996 - 2000
Software Engineering Manager at Boeing

Education

2009 - 2012
Bachelor's degree from Roosevelt University
1981 - 1985
Associate of Science (A.S.) from Purdue University

More Information

Social Presence :

Prographics :

Exp : 39 Location : Marion, Iowa, United States Job Level : Middle Designation : Sr. Software Engineering Manager at Collins Aerospace
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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..."
  • Help them realize that any personal risk in making this decision is far less compared to what the results could mean for them
  • Build rapport slwly without rushing, it will come handy to handle hard questions later

DONT's

  • Don’t rely excessively on your relationship with them to win the deal even if you come to form one
  • Don’t be too objective but make sure to pad your storytelling with data points
  • Don’t brush off any concerns, take all questions seriously. They are easily deterred

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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