Wes Kuhl

Critic
DISC Type : C

CEO / President at Horizon Systems Inc

Kansas City Metropolitan Area, United States

Overview

Wes has no verified overview

Personality Overview

Precise

ROI Driven

Critic

They are quite likely to negotiate on pricing or other key terms.  They choose to analyze logically and value facts to emotions. They don’t appreciate bells and whistles unless backed by data.

Topics They Care About

Wes has no verified topics they care about

Media Appearances

Wes has no verified media appearances

Work History

2-2000
CEO / President at Horizon Systems Inc
1982 - 1999
President at MAC Equipment, Inc.

Education

1975 - 1978
Business Adminstration from Kansas State University
MBA from Rockhurst University

More Information

Social Presence :

Prographics :

Exp : 44 Location : Kansas City Metropolitan Area, United States Job Level : Leadership Designation : CEO / President at Horizon Systems Inc
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Insights For Selling To Wes

During A Call Or A Meeting

DO's

  • Don’t forget to mention how you compare to competition on both features and pricing
  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • Tell them what ROI they can expect

DONT's

  • Avoid pushing them too much to involve other stakeholders unless it is critical
  • Don’t try too hard to build a relationship with them
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Wes is

  • Proven ROI, pricing and objective proof points are the factors that sway their decision.
  • Will you ever get a clear answer from Wes

  • They are comfortable saying no if they are convinced that it is the correct decision.

Insights For Deal Planning

    How fast (or slow) will Wes move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Wes take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Wes

Personality Compatibility


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