GARY FRANCIS

Questioner
DISC Type : c

Regional Sales Manager at Mitsubishi Electric Trane US

Fresno, California, United States

Overview

GARY has no verified overview

Personality Overview

Value Seeker

Cautious & Analytical

Not Easily Convinced

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

Topics They Care About

GARY has no verified topics they care about

Media Appearances

GARY has no verified media appearances

Work History

4-2019
Regional Sales Manager at Mitsubishi Electric Trane US
9-2014
Area Sales Manager at Mitsubishi Electric Trane US
3-2008 - 9-2014
Territory Sales Manager at Goodman Manufacturing / Daikin USA
2004 - 2008
Territory Sales Manager at JCI - Johnson Controls / York International

Education

Education details unavailable from *

More Information

Social Presence :

Prographics :

Exp : 22 Location : Fresno, California, United States Job Level : Middle Designation : Regional Sales Manager at Mitsubishi Electric Trane US
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Insights For Selling To GARY

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
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t overhype the product/pitch, keep it measured
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with GARY 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 GARY

  • 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 GARY move?

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

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


You And GARY

Personality Compatibility


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