Walt Tobin

Questioner
DISC Type : c

President at Orangeburg-Calhoun Technical College

St Matthews, South Carolina, United States

Overview

Walt has no verified overview

Personality Overview

Value Seeker

Price-Sensitive

Cautious & Analytical

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They are more likely than others to negotiate on pricing and terms.

Topics They Care About

Walt has no verified topics they care about

Media Appearances

Walt has no verified media appearances

Work History

6-2011
President at Orangeburg-Calhoun Technical College

Education

2001 - 2005
Doctor of Philosophy (PhD) from University of South Carolina
1988 - 1993
BS Math Teaching from Clemson University

More Information

Social Presence :

Prographics :

Exp : 14 Location : St Matthews, South Carolina, United States Job Level : N/A Designation : President at Orangeburg-Calhoun Technical College
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Insights For Selling To Walt

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Tell them that you will come back if you don’t have a good answer for a question
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t try to be too friendly or informal with them
  • 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 Walt 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 Walt

  • 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 Walt move?

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

  • Can Walt take some risk or not?

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


You And Walt

Personality Compatibility


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