Shawn Gorham

Questioner
DISC Type : c

Vice President Operations at Scout

San Jose, California, United States

Overview

Shawn has no verified overview

Personality Overview

Cautious & Analytical

Value Seeker

Price-Sensitive

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  It is quite likely of them to ask for pricing or other concessions. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Shawn has no verified topics they care about

Media Appearances

Shawn has no verified media appearances

Work History

12-2022
Vice President Operations at Scout
8-2002 - 12-2022
Vice President at GDM Electronic & Medical
Sales Manager at Compass Components Inc.
Field Sales Representative at Sanmina
Field Sales Representative at Randcor

Education

1984 - 1989
Music from San José State University
1983 - 1984
General Education from West Valley College

More Information

Social Presence :

Prographics :

Exp : 23 Location : San Jose, California, United States Job Level : Senior Designation : Vice President Operations at Scout
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Insights For Selling To Shawn

During A Call Or A Meeting

DO's

  • Share as much information as possible regarding your product
  • Back up any claims with data and numbers
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Shawn is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Shawn

  • 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 Shawn move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Shawn take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Shawn

Personality Compatibility


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