Robert Rentz

Questioner
DISC Type : c

Retired

Hoffman Estates, Illinois, United States

Overview

Robert has no verified overview

Personality Overview

Value Seeker

Cautious & Analytical

Price-Sensitive

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They are more likely than others to negotiate on pricing and terms.

Topics They Care About

Robert has no verified topics they care about

Media Appearances

Robert has no verified media appearances

Work History

6-2017
Retired
1-2012
Vice President, IT Operations, Xchanging US at DXC Technology
6-2008 - 7-2012
Vice President, Global Oracle Practice at Xchanging
11-2007 - 6-2008
Delivery Manager at Genesis10
3-2001 - 11-2007
Vice President, Global Oracle Practice at Cambridge Solutions

Education

1977 - 1978
MS from University of Southern California
1969 - 1973
BS from Marquette University

More Information

Social Presence :

Prographics :

Exp : 25 Location : Hoffman Estates, Illinois, United States Job Level : Senior Designation : Retired
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Insights For Selling To Robert

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Tell them that you will come back if you don’t have a good answer for a question
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t overhype the product/pitch, keep it measured
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Robert 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 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?

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

  • 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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