Charles Williams

Questioner
DISC Type : c

Technical Advisor at Trend Micro

Houston, Texas, United States

Overview

Charles has no verified overview

Personality Overview

Cautious & Analytical

Not Easily Convinced

Price-Sensitive

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

Topics They Care About

Charles has no verified topics they care about

Media Appearances

Charles has no verified media appearances

Work History

1-2021
Technical Advisor at Trend Micro
3-2014
Senior Sales Engineer at Trend Micro
1-2006 - 2-2014
Chief Security Architect at Atlas Systems
6-2005 - 7-2006
Chief Security Architect at NetiQ Corporation
4-2003 - 10-2005
Corporate Sales Engineer at NetiQ Corporation

Education

1980 - 1986
Education details unavailable from Texas A&M University

More Information

Social Presence :

Prographics :

Exp : 30 Location : Houston, Texas, United States Job Level : Mid-senior Designation : Technical Advisor at Trend Micro
URL has been copied!

Insights For Selling To Charles

During A Call Or A Meeting

DO's

  • Share as much information as possible regarding your product
  • 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

  • Don’t overhype the product/pitch, keep it measured
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Charles 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 Charles

  • 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 Charles move?

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

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

You And Charles

Personality Compatibility


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