Shane Lothrop

Examiner
DISC Type : cs

Chief Operating Officer at ISE Structural Engineers (Innovative Structural Engineering)

Temecula, California, United States

Overview

Shane has no verified overview

Personality Overview

Overcautious

Process Oriented

Unexpressive

The only way to convince them is by showing them examples and ample proof.  Being observant comes to them naturally. They are heavily focused on quality and prefer doing things the right way, even if it takes time.

Topics They Care About

Shane has no verified topics they care about

Media Appearances

Shane has no verified media appearances

Work History

8-2007
Chief Operating Officer at ISE Structural Engineers (Innovative Structural Engineering)
10-2001 - 8-2007
Senior Project Engineer/Manager at PPE
1-2000 - 10-2001
Design Engineer at City of Huntington Beach
3-1999 - 1-2000
Design Engineer at Linscott, Law & Greenspan
6-1998 - 3-1999
Public Works Intern at City of Huntington Beach

Education

1999 - 2003
BS from California State University, Long Beach
1986 - 1990
Education details unavailable from Cypress High School

More Information

Social Presence :

Prographics :

Exp : 27 Location : Temecula, California, United States Job Level : Leadership Designation : Chief Operating Officer at ISE Structural Engineers (Innovative Structural Engineering)
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Insights For Selling To Shane

During A Call Or A Meeting

DO's

  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • Ask them which other stakeholders would be important for this purchase decision

DONT's

  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't push them too hard to make fast decisions, give them time
  • Don't rely on relationship building even if they act pleasantly

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Shane is

  • Adoption by others is very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Shane

  • 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 Shane move?

  • They don't like to hasten, so their speed of decision-making may be slow.
  • Can Shane take some risk or not?

  • They have little willingness to take risks, and prefer making calculated decisions.

You And Shane

Personality Compatibility


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