Stephen G. Kaufer

Wildcard
DISC Type : csi

Senior Partner at Walton, Lantaff, Schroeder and Carson, LLP

West Palm Beach, Florida, United States

Overview

Stephen has no verified overview

Personality Overview

Friendly But Slow

Requires Proof

ROI Driven

They are often friendly and nice, but can sometimes suprise you with their piercing questions  They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions They typically tend to be late adopters even when they seem friendly and excited about what you have to sell

Topics They Care About

Stephen has no verified topics they care about

Media Appearances

Stephen has no verified media appearances

Work History

6-2001
Senior Partner at Walton, Lantaff, Schroeder and Carson, LLP
7-1994 - 6-2000
Associate at Rigell and Leal, LLP

Education

1990 - 1992
J.D. from Santa Clara University School of Law
1985 - 1989
BA from University of Florida

More Information

Social Presence :

Prographics :

Exp : 30 Location : West Palm Beach, Florida, United States Job Level : N/A Designation : Senior Partner at Walton, Lantaff, Schroeder and Carson, LLP
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Insights For Selling To Stephen G.

During A Call Or A Meeting

DO's

  • Focus on immediate action-items rather than the larger goals
  • Help them understand the risk aspect fully while inspiring confidence
  • Persuade objectively how your product will help them achieve their goals

DONT's

  • Avoid winging it with them particularly, answer a question only if you know the answer well
  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Stephen G. is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Stephen G.

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Stephen G. move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Stephen G. take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Stephen G.

Personality Compatibility


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