Brian Wray

Collaborator
DISC Type : is

Head of MI & BI at Capita IT and Networks

Belfast Metropolitan Area, United Kingdom

Overview

Brian has no verified overview

Personality Overview

Good Listener

Example Driven

Consensus Builder

Unlike D or C types, they are calm as well as friendly and can give the impression of being more receptive than they actually are.  Scenarios where both sides can come out as winners appeal to them greatly. They are more likely to opt for solutions that are proven in the market.

Topics They Care About

Brian has no verified topics they care about

Media Appearances

Brian has no verified media appearances

Work History

3-2019
Head of MI & BI at Capita IT and Networks
1-1989 - 2-2019
Service Information Manager at Capita IT and Networks

Education

1984 - 1988
Beng(Hons) from Queen's University Belfast

More Information

Social Presence :

Prographics :

Exp : 37 Location : Belfast Metropolitan Area, United Kingdom Job Level : Mid-senior Designation : Head of MI & BI at Capita IT and Networks
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • Summarize the key points at the end of the conversation
  • If possible, involve their colleagues in the sales process
  • When asking them questions, sound relatable and informal

DONT's

  • Don’t ask too many questions that sound too dry and objective
  • Don’t get into excessive details unless prompted
  • Don’t give the impression of being unproven or risky

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brian is

  • Relationship and rapport play a major role, followed by low risk and the presence of proof points.
  • Will you ever get a clear answer from Brian

  • They are diplomatic when the need arises; they hardly ever say a direct no.

Insights For Deal Planning

    How fast (or slow) will Brian move?

  • They can take their time to reach decisions, even while they stay engaged and friendly.
  • Can Brian take some risk or not?

  • They are unlikely to take many risks.

You And Brian

Personality Compatibility


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