Brian Peterson

Questioner
DISC Type : c

Associate Director, Logistics at Raytheon Technologies

United States

Overview

Brian has no verified overview

Personality Overview

Value Seeker

Price-Sensitive

Not Easily Convinced

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  They are more likely than others to negotiate on pricing and terms. They prefer to do thorough analysis of any situation.

Topics They Care About

Brian has no verified topics they care about

Media Appearances

Brian has no verified media appearances

Work History

4-2020
Associate Director, Logistics at Raytheon Technologies
6-2017
Associate Director, Logistics at United Technologies
4-2011 - 6-2017
Logistics Commodity Manager at United Technologies
1999 - 4-2011
Project Manager at Ryder System, Inc.
1990 - 1999
Engineer at Haworth

Education

1995 - 1997
Master of Science (M.S.) from Kettering University
1988 - 1992
Bachelor of Science (BS) from Grand Valley State University

More Information

Social Presence :

Prographics :

Exp : 36 Location : United States Job Level : Mid-senior Designation : Associate Director, Logistics at Raytheon Technologies
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Share as much information as possible regarding your product

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
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brian 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 Brian

  • 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 Brian move?

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

  • Can Brian take some risk or not?

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


You And Brian

Personality Compatibility


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