Scott Burkhart

Questioner
DISC Type : c

Owner, Entrepreneur, Engineer at Scott Burkhart Effects, LLC - scotteffx.com

San Francisco Bay Area, United States

Overview

Scott has no verified overview

Personality Overview

Value Seeker

Not Easily Convinced

Price-Sensitive

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

Topics They Care About

Scott has no verified topics they care about

Media Appearances

Scott has no verified media appearances

Work History

6-2013
Owner, Entrepreneur, Engineer at Scott Burkhart Effects, LLC - scotteffx.com
3-1991
Owner, viticulturist at Thatcher Bay Vineyards
8-1981 - 6-2013
NIF Laser Systems, maintenance manager at Lawrence Livermore National Laboratory
6-1978 - 6-1981
Engineer at IGM Communications Inc.
Lawrence Livermore National Laboratory at Part-time

Education

1976 - 1977
Master's degree from Caltech
1977 - 1978
Master's degree from University of Washington

More Information

Social Presence :

Prographics :

Exp : 47 Location : San Francisco Bay Area, United States Job Level : Mid-senior Designation : Owner, Entrepreneur, Engineer at Scott Burkhart Effects, LLC - scotteffx.com
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Insights For Selling To Scott

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • If you have a lower priced product compared to the competition, call out the same
  • Share as much information as possible regarding your product

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • 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 Scott 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 Scott

  • 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 Scott move?

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

  • Can Scott take some risk or not?

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

You And Scott

Personality Compatibility


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