Scott T. Allison

Examiner
DISC Type : cs

Author and Speaker at Self-employed

Richmond, Virginia, United States

Overview

Scott has no verified overview

Personality Overview

Unexpressive

Late Adopter

Overcautious

They are heavily focused on quality and prefer doing things the right way, even if it takes time.  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.

Topics They Care About

Scott has no verified topics they care about

Media Appearances

Scott has no verified media appearances

Work History

1-2022
Author and Speaker at Self-employed
8-1987 - 1-2022
Professor Emeritus at University of Richmond

Education

1982 - 1987
PhD from UC Santa Barbara
1979 - 1981
B.A. from UC San Diego

More Information

Social Presence :

Prographics :

Exp : 38 Location : Richmond, Virginia, United States Job Level : N/A Designation : Author and Speaker at Self-employed
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Insights For Selling To Scott T.

During A Call Or A Meeting

DO's

  • Ask them which other stakeholders would be important for this purchase decision
  • Be firm in your communication and stay in control
  • Expect them to be vague in response to your questions, ask firmly and pointedly

DONT's

  • Don't rely on relationship building even if they act pleasantly
  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Avoid getting into storytelling mode, especially when they ask specific questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Scott T. 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 T.

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Scott T. move?

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

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

You And Scott T.

Personality Compatibility


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