Dwaine Raper

Questioner
DISC Type : c

Director, Tennessee Manufacturing Extension Partnership (Tennessee MEP) Program at UT Center for Industrial Services

Johnson City, Tennessee, United States

Overview

Dwaine has no verified overview

Personality Overview

Cautious & Analytical

Price-Sensitive

Value Seeker

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 are more likely than others to negotiate on pricing and terms.

Topics They Care About

Dwaine has no verified topics they care about

Media Appearances

Dwaine has no verified media appearances

Work History

10-2019
Director, Tennessee Manufacturing Extension Partnership (Tennessee MEP) Program at UT Center for Industrial Services
11-2015 - 10-2019
Program Manager, Solutions Consultants at UT Center for Industrial Services
7-2007 - 11-2015
Solutions Consultant at UT Center for Industrial Services
7-2007
UT-CIS at University of Tennessee
4-2006 - 6-2007
Logistics Manager at EPIC Technologies

Education

2000 - 2002
MBA from East Tennessee State University
1990 - 1992
BBA from East Tennessee State University

More Information

Social Presence :

Prographics :

Exp : 29 Location : Johnson City, Tennessee, United States Job Level : Mid-senior Designation : Director, Tennessee Manufacturing Extension Partnership (Tennessee MEP) Program at UT Center for Industrial Services
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Insights For Selling To Dwaine

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Share as much information as possible regarding your product

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don’t try to be too friendly or informal with them
  • 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 Dwaine 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 Dwaine

  • 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 Dwaine move?

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

  • Can Dwaine take some risk or not?

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


You And Dwaine

Personality Compatibility


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