Sarah Fletcher

Questioner
DISC Type : c

Assistant Professor, Civil and Environmental Engineering at Stanford University

San Francisco, California, United States

Overview

Sarah has no verified overview

Personality Overview

Price-Sensitive

Not Easily Convinced

Cautious & Analytical

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 prefer to do thorough analysis of any situation.

Topics They Care About

Sarah has no verified topics they care about

Media Appearances

Sarah has no verified media appearances

Work History

7-2020
Assistant Professor, Civil and Environmental Engineering at Stanford University
8-2018 - 6-2020
Postdoctoral Associate at MIT Civil and Environmental Engineering
9-2014 - 5-2018
PhD Candidate, Engineering Systems Division at Massachusetts Institute of Technology (MIT)
6-2012 - 5-2014
Associate at IHS CERA
9-2010 - 6-2012
Graduate Research Assistant at MIT Energy Initiative

Education

2014 - 2018
Doctor of Philosophy - PhD from Massachusetts Institute of Technology
SM from Massachusetts Institute of Technology

More Information

Social Presence :

Prographics :

Exp : 15 Location : San Francisco, California, United States Job Level : Junior Designation : Assistant Professor, Civil and Environmental Engineering at Stanford University
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Insights For Selling To Sarah

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • If you have a lower priced product compared to the competition, call out the same
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Don’t try to be too friendly or informal with them
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Sarah 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 Sarah

  • 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 Sarah move?

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

  • Can Sarah take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Sarah

Personality Compatibility


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