Brian Williams

Questioner
DISC Type : c

Program Director at Lilly Endowment

Greater Indianapolis, United States

Overview

Brian has no verified overview

Personality Overview

Not Easily Convinced

Systematic

Cautious & Analytical

They prefer to fully evaluate every situation.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Brian has no verified topics they care about

Media Appearances

Brian has no verified media appearances

Work History

7-2016
Program Director at Lilly Endowment
1-2006 - 4-2008
Human Resource Development Instructor at Durham Technical Community College
Pastor at Indiana Conference United Methodist Church

Education

2004 - 2007
Master of Divinity (MDiv) from Duke Divinity School
2000 - 2002
Master of Business Administration from University of Michigan-Flint

More Information

Social Presence :

Prographics :

Exp : 12 Location : Greater Indianapolis, United States Job Level : Mid-senior Designation : Program Director at Lilly Endowment
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Tell them that you will come back if you don’t have a good answer for a question
  • Emphasise more on facts and measurable benefits

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Avoid rushing them, be polite and patient
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brian is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for 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?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Brian take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Brian

Personality Compatibility


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