Stan Shanfield

Energizer
DISC Type : I

Technical Director at Draper Laboratory

West Newton, Massachusetts, United States

Overview

Stan has no verified overview

Personality Overview

Big Picture Person

Informal

Full Of Energy

They are always positive and upbeat, so take their promises with a pinch of salt.  They are not always early adopters but can be pursuaded by leveraging strong relationships. Unlike C or D types, they are vocal with their opinions but not so much with their questions.

Topics They Care About

Stan has no verified topics they care about

Media Appearances

Stan has no verified media appearances

Work History

Technical Director at Draper Laboratory
Division Manager at Draper Laboratory
VP at Axsun Technologies
VP Operations at AXSUN
Operations/Laboratory Manager at Raytheon

Education

6-1977 - 6-1981
PhD from Massachusetts Institute of Technology
1973 - 1977
BS from UC Irvine

More Information

Social Presence :

Prographics :

Exp : N/A Location : West Newton, Massachusetts, United States Job Level : Mid-senior Designation : Technical Director at Draper Laboratory
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Insights For Selling To Stan

During A Call Or A Meeting

DO's

  • Speak enthusiastically with energy, maintain a clear and confident tone
  • Talk anecdotally about the customer experience that your product offers
  • Use phrases like ‘people will love’, ‘massive impact’ etc.

DONT's

  • Avoid overloading them with too much detail
  • Avoid ifs and buts, don’t talk too much about the risks etc.
  • Don’t be too formal, focus on building comfort and trust

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Stan is

  • Relationship and rapport can play an important role, sometimes more than the other factors.
  • Will you ever get a clear answer from Stan

  • They will probably never say no directly, you have to make that decision yourself.

Insights For Deal Planning

    How fast (or slow) will Stan move?

  • They are not the quickest decision makers, their friendly attitude could be misleading.
  • Can Stan take some risk or not?

  • They can take certain risks that are unlikely to have personal consequences.

You And Stan

Personality Compatibility


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