Scott Stechman

Supporter
DISC Type : s

Counsel at Lehman & Eilen LLP

Uniondale, New York, United States

Overview

Scott has no verified overview

Personality Overview

Calm

Risk-averse

Social Proof Driven

They usually go by the book, following all rules and procedures.  They are motivated by the potential impact of their decision on the organization. They are unlikely to become strong champions as they don't prefer pushing other people.

Topics They Care About

Scott has no verified topics they care about

Media Appearances

Scott has no verified media appearances

Work History

10-1998
Counsel at Lehman & Eilen LLP

Education

1982 - 1985
Juris Doctor from University at Buffalo School of Law
1978 - 1982
Bachelor of Arts from Hamilton College

More Information

Social Presence :

Prographics :

Exp : 27 Location : Uniondale, New York, United States Job Level : N/A Designation : Counsel at Lehman & Eilen LLP
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Insights For Selling To Scott

During A Call Or A Meeting

DO's

  • Pause and ask them if they have any questions
  • Show willingness to accommodating their needs or requests
  • Use phrases like ‘others say that’, ‘zero risk in’, ‘seen proof of’ etc.

DONT's

  • Don’t don the salesperson avatar, be the friendly advisor instead
  • Don’t rush them to make quick decisions
  • Don’t use phrases like ‘there might be’, ‘we haven’t yet’, ‘latest technology’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Scott is

  • Low risk, approval of other stakeholders and successful process-based evaluation are most important for them.
  • Will you ever get a clear answer from Scott

  • They don’t say no very often, and can take you around in circles sometimes.

Insights For Deal Planning

    How fast (or slow) will Scott move?

  • They do not like to rush, so they could be slow in making decisions.
  • Can Scott take some risk or not?

  • They have little risk-appetite and prefer to take decisions that others support.

You And Scott

Personality Compatibility


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