Wes Cotter

Examiner
DISC Type : cs

Director Corp. Communications at Gilbane Building Co.

North Kingstown, Rhode Island, United States

Overview

Wes has no verified overview

Personality Overview

Overcautious

Late Adopter

Process Oriented

The only way to convince them is by showing them examples and ample proof.  They do not like taking risks at all and go for proven options in the end. Being observant comes to them naturally.

Topics They Care About

Wes has no verified topics they care about

Media Appearances

Wes has no verified media appearances

Work History

11-1999
Director Corp. Communications at Gilbane Building Co.
Director of Communications at Gilbane Building Co.
communications at Michael Baker International

Education

1996 - 2000
Masters from Duquesne University
1980 - 1984
BA from University of Pittsburgh

More Information

Social Presence :

Prographics :

Exp : 26 Location : North Kingstown, Rhode Island, United States Job Level : Mid-senior Designation : Director Corp. Communications at Gilbane Building Co.
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Insights For Selling To Wes

During A Call Or A Meeting

DO's

  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • Be firm in your communication and stay in control
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them

DONT's

  • Don't rely on relationship building even if they act pleasantly
  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Avoid getting into storytelling mode, especially when they ask specific questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Wes is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Wes

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Wes move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can Wes take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Wes

Personality Compatibility


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