Scott Wellnitz

Questioner
DISC Type : c

Senior IT Manager at Acuity Brands

Raleigh-Durham-Chapel Hill Area, United States

Overview

Scott has no verified overview

Personality Overview

Value Seeker

Cautious & Analytical

Systematic

They are more likely than others to negotiate on pricing and terms.  They prefer to do thorough analysis of any situation. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Scott has no verified topics they care about

Media Appearances

Scott has no verified media appearances

Work History

3-2019
Senior IT Manager at Acuity Brands
4-2012 - 3-2019
Member of Technical Staff at Cisco Systems
12-1998 - 4-2012
Sr. Systems Administrator at Cisco Systems
4-2012
Systems Administrator at Cisco Systems
SSE at Sun Microsystems

Education

1988 - 1993
Bachelor's degree from Clemson University

More Information

Social Presence :

Prographics :

Exp : 28 Location : Raleigh-Durham-Chapel Hill Area, United States Job Level : Middle Designation : Senior IT Manager at Acuity Brands
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Insights For Selling To Scott

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Emphasise more on facts and measurable benefits
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t overhype the product/pitch, keep it measured
  • Avoid rushing them, be polite and patient

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?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Scott

Personality Compatibility


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