Duncan Cope

Questioner
DISC Type : c

Head of Enterprise Architecture at St. James’s Place

Swindon, England, United Kingdom

Overview

Duncan has no verified overview

Personality Overview

Cautious & Analytical

Not Easily Convinced

Value Seeker

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They are more likely than others to negotiate on pricing and terms. They prefer to do thorough analysis of any situation.

Topics They Care About

Duncan has no verified topics they care about

Media Appearances

Duncan has no verified media appearances

Work History

8-2022
Head of Enterprise Architecture at St. James’s Place
1-2015 - 10-2024
Head of Solution Design at St. James’s Place
1-2013 - 1-2015
Solutions Architect at St. James’s Place
1-2010 - 1-2013
Project Manager at St. James’s Place
1-2005 - 1-2010
IT Infrastructure Engineer at St. James’s Place

Education

1993 - 1995
HND from University of the West of England

More Information

Social Presence :

Prographics :

Exp : 25 Location : Swindon, England, United Kingdom Job Level : Mid-senior Designation : Head of Enterprise Architecture at St. James’s Place
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Insights For Selling To Duncan

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
  • Back up any claims with data and numbers

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 depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Duncan is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Duncan

  • 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 Duncan move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Duncan take some risk or not?

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


You And Duncan

Personality Compatibility


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