Alice Yates

Questioner
DISC Type : c

Director of Government Affairs at ASHRAE

Washington, District of Columbia, United States

Overview

Alice has no verified overview

Personality Overview

Cautious & Analytical

Not Easily Convinced

Value Seeker

They are more likely than others to negotiate on pricing and terms.  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.

Topics They Care About

Alice has no verified topics they care about

Media Appearances

Alice has no verified media appearances

Work History

5-2017
Director of Government Affairs at ASHRAE
8-2015 - 1-2017
Deputy Associate Administrator for Policy, Office of Congressional and Intergovernmental Affairs at GSA
11-2014 - 8-2015
Senior Congressional Advisor at GSA
1-2005 - 10-2014
Senior Legislative Assistant at United States Senate
Assistant Vice President at MassDevelopment

Education

1993 - 1995
M.S. from Massachusetts Institute of Technology
1989 - 1993
B.S. from Massachusetts Institute of Technology

More Information

Social Presence :

Prographics :

Exp : 20 Location : Washington, District of Columbia, United States Job Level : Mid-senior Designation : Director of Government Affairs at ASHRAE
URL has been copied!

Insights For Selling To Alice

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Back up any claims with data and numbers
  • If you have a lower priced product compared to the competition, call out the same

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 depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Alice 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 Alice

  • 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 Alice move?

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

  • Can Alice take some risk or not?

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


You And Alice

Personality Compatibility


More Profiles

Discover additional public profiles from our index.

Search more profiles

Looking for someone else? Search here for anyone.

Or visit Humantic AI to know more.