Scott Southall

Questioner
DISC Type : c

Principal at earthcycle design

Lexington, Kentucky, United States

Overview

Scott has no verified overview

Personality Overview

Cautious & Analytical

Value Seeker

Price-Sensitive

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  It is quite likely of them to ask for pricing or other concessions. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Scott has no verified topics they care about

Media Appearances

Scott has no verified media appearances

Work History

7-2019
Principal at earthcycle design
10-2000
Vice President of Marketing and Sustainability at CDP Engineers
9-1994 - 8-2000
Landscape Architect at James B. Evans & Associates

Education

1989 - 1993
BSLA from University of Kentucky
1983 - 1986
Education details unavailable from University of Cincinnati

More Information

Social Presence :

Prographics :

Exp : 31 Location : Lexington, Kentucky, United States Job Level : Senior Designation : Principal at earthcycle design
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Insights For Selling To Scott

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Back up any claims with data and numbers
  • Share as much information as possible regarding your product

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • 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

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for 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?

  • If they have the information that they need, they can move fast at making their decisions.
  • 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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