Gary Schwartz

Enigma
DISC Type : cid

Director Macaulay Honors College at Lehman College , CUNY at Macaulay Honors College at CUNY

New York, New York, United States

Overview

Gary has no verified overview

Personality Overview

Challenger

Fast Follower

Persuasive & Assertive

They are generally strong communicators and are not easy to convince.  They can sound friendly and charming but can quickly change gears to become inquisitive and probing  They are likely to ask many questions and look heavily for supporting proof as well as information.

Topics They Care About

Gary has no verified topics they care about

Media Appearances

Gary has no verified media appearances

Work History

2001
Director Macaulay Honors College at Lehman College , CUNY at Macaulay Honors College at CUNY
1980
Director Lehman Scholars Program at Lehman College, CUNY at Macaulay Honors College at Lehman
1969
Prof of Classics&Director of Honors Programs at Lehman College
Professor/Honors Director at Lehman College CUNY

Education

1967 - 1972
PhD from Columbia University
1967 - 1972
Doctor of Philosophy (PhD) from Columbia University, Graduate School of Arts & Sciences

More Information

Social Presence :

Prographics :

Exp : 57 Location : New York, New York, United States Job Level : Mid-senior Designation : Director Macaulay Honors College at Lehman College , CUNY at Macaulay Honors College at CUNY
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Insights For Selling To Gary

During A Call Or A Meeting

DO's

  • Be prepared for a mix of questions and inquisitiveness, answer them in the tone in which they have been asked
  • Use phrases like ‘clear evidence’, ‘data-based results’ etc.
  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."

DONT's

  • Don’t try to rush them into a decision, provide all necessary information first
  • Don’t rely excessively on your relationship with them to win the deal even if you come to form one
  • Avoid long presentations and just 'high-level' value proposition, dive into the details

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Gary is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Gary

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Gary move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Gary take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Gary

Personality Compatibility


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