Brian Summerhayes

Controller
DISC Type : CI

Managing Director at Barnes International Ltd

Droxford, England, United Kingdom

Overview

As Managing Director of Barnes International, Brian Summerhayes is a leader in EMV card and device testing for the financial and transport sectors. Colleagues describe him as a great leader and salesman, with a background that includes a Business Growth Programme at Cranfield University.

Brian is an active participant in the global payments community, frequently attending industry summits and events to network, learn, and discuss the latest trends in payment technology and card manufacturing.

Unique fact: Brian received his officer training at the prestigious Royal Military Academy Sandhurst.

Personality Overview

Informal Yet Blunt

Late Adopter

Challenger

They can sound friendly and charming but can quickly change gears to become inquisitive and probing.  They ask a lot of questions and rely heavily on information and collaterals. They are generally good communicators and can be hard to convince.

Topics They Care About

EMV Testing Solutions
He leads a company specializing in EMV card and device testing software and has publicly emphasized the importance of comprehensive, reliable testing solutions for the industry.
Advanced Payments
Actively attends industry events like the Discover Network Advanced Payments Summit to stay current on new technologies and network with key players like Discover and Diners Club.
Card Manufacturing
He promotes and participates in events such as CardTREX Europe, highlighting their value for networking, education, and innovation within the card production and personalization sectors.

Media Appearances

Brian has no verified media appearances

Work History

11-2007
Managing Director at Barnes International Ltd
6-2006
Managing Director at Barnes International Limited
Operations Director at Datum Automation
CEO at Midwest Banknote Company
Gerente General at Thomas Greg & Sons

Education

3-2021 - 5-2021
BGP Business Growth Programme from Cranfield University
Education details unavailable from Royal Military Academy Sandhurst

More Information

Social Presence :

Prographics :

Exp : 19 Location : Droxford, England, United Kingdom Job Level : Mid-senior Designation : Managing Director at Barnes International Ltd
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • Persuade objectively how your product will help them achieve their goals
  • Ask them questions to understand their needs better while staying affable
  • Help them understand the risk aspect fully while inspiring confidence

DONT's

  • Don’t try to rush them into a decision, provide all necessary information first
  • Don’t be too objective but make sure to pad your storytelling with data points
  • Don’t rely excessively on your relationship with them to win the deal

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brian is

  • Proven value, strong testimonials are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Brian

  • They are practical and friendly, don't expect a clear-cut response often.

Insights For Deal Planning

    How fast (or slow) will Brian move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Brian take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Brian

Personality Compatibility


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