Scott Workman

Enigma
DISC Type : cid

Managing Director at Deloitte

Concord, New Hampshire, United States

Overview

Scott has no verified overview

Personality Overview

Persuasive & Assertive

Fast Follower

Hard To Convince

They can sound friendly and charming but can quickly change gears to become inquisitive and probing  They are likely to ask many questions and look heavily for supporting proof as well as information. They are generally strong communicators and are not easy to convince.

Topics They Care About

Scott has no verified topics they care about

Media Appearances

Scott has no verified media appearances

Work History

9-2016
Managing Director at Deloitte
10-2006 - 8-2016
Senior Manager - Health and Human Services at Deloitte
8-1992 - 9-2006
Project Manager/Solution Architect at EDS
Project Manager at Electronic Data Systems

Education

1987 - 1991
Bachelor of Science (B.S.) from UNH Peter T. Paul College of Business and Economics
Education details unavailable from Gilford

More Information

Social Presence :

Prographics :

Exp : 33 Location : Concord, New Hampshire, United States Job Level : Mid-senior Designation : Managing Director at Deloitte
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Insights For Selling To Scott

During A Call Or A Meeting

DO's

  • Use a combination of data as well as stories for your pitch, a ppt might not be necessary
  • Build rapport slwly without rushing, it will come handy to handle hard questions later
  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."

DONT's

  • Avoid making offhand commitments, understand the root of their concerns first
  • Don’t brush off any concerns, take all questions seriously. They are easily deterred
  • Avoid long presentations and just 'high-level' value proposition, dive into the details

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Scott is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Scott

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Scott move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Scott take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Scott

Personality Compatibility


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