Robert Lyon

Questioner
DISC Type : c

President / CEO at The Rockingham Group

Harrisonburg, Virginia, United States

Overview

Robert has no verified overview

Personality Overview

Price-Sensitive

Value Seeker

Not Easily Convinced

It is quite likely of them to ask for pricing or other concessions.  They prefer to fully evaluate every situation. 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

7-2014
President / CEO at The Rockingham Group
9-1993 - 2-2014
President & CEO at Millers Mutual Group
12-1989 - 9-1993
Accounting Supervisor at Giant Food
10-1987 - 12-1989
Senior Accountant / Senior Tax Consultant at Ernst & Young
6-1985 - 10-1987
Senior Audit Accountant at Boyer & Ritter, CPAs and Consultants

Education

2012 - 2012
Advanced Management Program (TEP) from The Tuck School of Business at Dartmouth
1992 - 1997
MBA from Lehigh University College of Business

More Information

Social Presence :

Prographics :

Exp : 40 Location : Harrisonburg, Virginia, United States Job Level : Leadership Designation : President / CEO at The Rockingham Group
URL has been copied!

Insights For Selling To Robert

During A Call Or A Meeting

DO's

  • Share as much information as possible regarding your product
  • Back up any claims with data and numbers
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Don’t try to be too friendly or informal with them
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • 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?

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

You And Robert

Personality Compatibility


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