W. Dale Barnett

Questioner
DISC Type : c

Business Development Manager at ODP Business Solutions

Richmond, Virginia, United States

Overview

W. has no verified overview

Personality Overview

Cautious & Analytical

Not Easily Convinced

Price-Sensitive

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. They prefer to analyze every situation thoroughly.


Topics They Care About

W. has no verified topics they care about

Media Appearances

W. has no verified media appearances

Work History

6-2021
Business Development Manager at ODP Business Solutions
3-2021 - 6-2021
Account Manager at Millennium Power Services
3-2019 - 2-2021
Account Manager at Airgas
9-1989 - 12-2018
Account Manager at Grainger
4-1988 - 9-1989
Assistant Sales Manager at The Goodyear Tire & Rubber Company - Local Chain

Education

1995 - 1997
Bachelor of Arts - BA from Bluefield University
1985 - 1988
Associate of Arts and Sciences - AAS from New River Community College

More Information

Social Presence :

Prographics :

Exp : 42 Location : Richmond, Virginia, United States Job Level : Middle Designation : Business Development Manager at ODP Business Solutions
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Insights For Selling To W. Dale

During A Call Or A Meeting

DO's

  • Tell them that you will come back if you don’t have a good answer for a question
  • If you have a lower priced product compared to the competition, call out the same
  • Share as much information as possible regarding your product

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • 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 W. Dale is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from W. Dale

  • 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 W. Dale move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can W. Dale take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And W. Dale

Personality Compatibility


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