Scott Gunaca

Examiner
DISC Type : sc

Regional Vice President of Sales at ICAT Logistics

Detroit Metropolitan Area, United States

Overview

Scott has no verified overview

Personality Overview

Late Adopter

Overcautious

Tough To Convince

They do not like taking risks at all and go for proven options in the end.  The only way to convince them is by showing them examples and ample proof. They tend to have clarity about their needs and constraints, and are unlikely to over-promise.

Topics They Care About

Scott has no verified topics they care about

Media Appearances

Scott has no verified media appearances

Work History

7-2010
Regional Vice President of Sales at ICAT Logistics
6-1992 - 5-2010
Founder- CEO at Sabre Freight Systems
3-1991 - 6-1992
Vice President of Operations at DependableTransportation
6-1984 - 3-1991
Operations Manager at Surface Distribution / Team Air Express DTW
6-1983 - 6-1984
Warehouse Technician at Pan Am Airlines

Education

1985 - 1992
Bachelor of Business Administration (BBA) from Eastern Michigan University

More Information

Social Presence :

Prographics :

Exp : 42 Location : Detroit Metropolitan Area, United States Job Level : Senior Designation : Regional Vice President of Sales at ICAT Logistics
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Insights For Selling To Scott

During A Call Or A Meeting

DO's

  • Be firm in your communication and stay in control
  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • First of all, focus on building their confidence by sharing examples, case studies etc.

DONT's

  • Don't rely on relationship building even if they act pleasantly
  • Don't be very accepting if that is your natural style, stay firm
  • Don't use phrases like 'do not worry', 'i promise' etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Scott is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Scott

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Scott move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Scott take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Scott

Personality Compatibility


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