Brian Wright

Questioner
DISC Type : c

IT Manager, Customer Support, Access and Identity Management at Bronson Healthcare

Greater Kalamazoo Area, United States

Overview

Brian has no verified overview

Personality Overview

Not Easily Convinced

Value Seeker

Systematic

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  It is quite likely of them to ask for pricing or other concessions. They prefer to analyze every situation thoroughly.


Topics They Care About

Brian has no verified topics they care about

Media Appearances

Brian has no verified media appearances

Work History

4-2018
IT Manager, Customer Support, Access and Identity Management at Bronson Healthcare
12-2015 - 4-2018
IT Project Manager at Bronson Healthcare
2-2011 - 4-2018
IT Business Analyst II - IT Planning/Development at Bronson Healthcare
6-2006 - 7-2008
Warehouse Trainer and New Systems Implementation at Coca-Cola Enterprises
8-2004 - 5-2006
Registered Financial Representative at Modern Woodmen of America

Education

1997 - 2000
BBA from Western Michigan University
2011 - 2011
Certification from Global Knowledge

More Information

Social Presence :

Prographics :

Exp : 23 Location : Greater Kalamazoo Area, United States Job Level : Middle Designation : IT Manager, Customer Support, Access and Identity Management at Bronson Healthcare
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Tell them that you will come back if you don’t have a good answer for a question
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid rushing them, be polite and patient

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?

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


You And Brian

Personality Compatibility


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