Robert Waks

Examiner
DISC Type : sc

CEO at The Training Center For Sales & Business Development

Lafayette Hill, Pennsylvania, United States

Overview

Robert Waks is the CEO of The Training Center for Sales & Business Development, a leading Sandler Training affiliate. He specializes in implementing consistent sales methodologies to help teams reach their potential, particularly within small to mid-size organizations. He holds an MBA from Pepperdine University.

Robert appears to be active in his local community, supporting Philadelphia-area organizations. Public records show him as a contributor to Philadelphia VIP, which provides pro bono legal services, and the Historical Society of Pennsylvania.

Unique fact: He has a core philosophy that "We were all born 10s, " emphasizing the importance of self-belief as a foundation for professional success.

Personality Overview

Process Oriented

Status Quo Seeker

Overcautious

Being observant comes to them naturally.  They are thorough and always follow a systematic approach. The only way to convince them is by showing them examples and ample proof.

Topics They Care About

Sales Team Development
His entire professional focus is on improving the effectiveness and potential of sales teams through proven methodologies and processes.
Leadership & Self-Belief
Based on his presentation "You'll See It When You Believe It, " he champions self-reflection and the belief that everyone is born with potential.
Buyer-Centric Selling
He shares Sandler Training principles like "Don’t Paint Seagulls in Your Buyer’s Picture, ” which focuses on staying centered on the customer's actual needs.

Media Appearances

Robert has no verified media appearances

Work History

7-1993
CEO at The Training Center For Sales & Business Development
7-1983 - 6-1993
Sales, Sales Management, Dir of Marketing, Sales Training at Dun & Bradstreet

Education

1990 - 1993
MBA from Pepperdine University
1979 - 1983
BS from Rider University

More Information

Social Presence :

Prographics :

Exp : 42 Location : Lafayette Hill, Pennsylvania, United States Job Level : Leadership Designation : CEO at The Training Center For Sales & Business Development
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Insights For Selling To Robert

During A Call Or A Meeting

DO's

  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • Expect them to be slow and cautious, encourage them to ask more questions
  • Expect them to be vague in response to your questions, ask firmly and pointedly

DONT's

  • Don't push them too hard to make fast decisions, give them time
  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Avoid getting into storytelling mode, especially when they ask specific questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Robert is

  • Adoption by others is very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Robert

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Robert move?

  • They don't like to hasten, so their speed of decision-making may be slow.
  • Can Robert take some risk or not?

  • They have little willingness to take risks, and prefer making calculated decisions.

You And Robert

Personality Compatibility


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