Gary Smalley

Enigma
DISC Type : cid

Chief Executive Officer at Tutor Perini Corporation

Los Angeles Metropolitan Area, United States

Overview

Gary has no verified overview

Personality Overview

Friendly Yet Blunt

Hard To Convince

Fast Follower

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

Topics They Care About

Gary has no verified topics they care about

Media Appearances

Gary has no verified media appearances

Work History

1-2025
Chief Executive Officer at Tutor Perini Corporation
11-2023
President at Tutor Perini Corporation
9-2015 - 11-2023
Executive Vice President and CFO at Tutor Perini Corporation
10-1991 - 7-2015
Sr. VP and Controller at Fluor Corporation

Education

Master of Business Administration (M.B.A.) from Northwestern University - Kellogg School of Management
Bachelor's degree from University of North Carolina at Chapel Hill
Bachelor's degree from The University of North Carolina at Chapel Hill

More Information

Social Presence :

Prographics :

Exp : N/A Location : Los Angeles Metropolitan Area, United States Job Level : N/A Designation : Chief Executive Officer at Tutor Perini Corporation
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Insights For Selling To Gary

During A Call Or A Meeting

DO's

  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."
  • Build rapport slwly without rushing, it will come handy to handle hard questions later
  • Use phrases like ‘clear evidence’, ‘data-based results’ etc.

DONT's

  • Avoid long presentations and just 'high-level' value proposition, dive into the details
  • Don’t be too objective but make sure to pad your storytelling with data points
  • Don’t brush off any concerns, take all questions seriously. They are easily deterred

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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