Graeme Heckels

Go-getter
DISC Type : d

Vice President Finance, Performance & Governance at Minor Hotels

Bangkok, Bangkok City, Thailand

Overview

Graeme has no verified overview

Personality Overview

Self-Confident

Decisive

Vision Oriented

They respond well to confident salespeople.  They can be nudged to make faster decisions by offering what they value. They care equally about the product and its potential impact.

Topics They Care About

Graeme has no verified topics they care about

Media Appearances

Graeme has no verified media appearances

Work History

9-2022
Vice President Finance, Performance & Governance at Minor Hotels
1-2020 - 9-2022
Regional Director of Operations Finance at Mandarin Oriental Hotel Group
1-2019 - 10-2019
Vice President Finance at Minor Hotels
7-2014 - 12-2018
Group Director of Finance - International at Minor Hotels
7-2012 - 7-2014
Group Financial Controller - Corporate at Minor Hotels

Education

1997 - 2000
BSc 2.1 from Cardiff University / Prifysgol Caerdydd
Chartered Accountant from Chartered Accountants Australia and New Zealand

More Information

Social Presence :

Prographics :

Exp : 15 Location : Bangkok, Bangkok City, Thailand Job Level : Senior Designation : Vice President Finance, Performance & Governance at Minor Hotels
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Insights For Selling To Graeme

During A Call Or A Meeting

DO's

  • Ask them questions confidently while doing discovery, don’t be apologetic
  • Make sure that they have the necessary authority, they could present false stature sometimes
  • Highlight the competitive differentiation of your product

DONT's

  • Avoid repeating yourself or making generalizations
  • Don’t try to be an alpha salesperson, give them equal space
  • Do not give up if they are not convinced, try again with a different approach

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Graeme is

  • Belief in the product plays an important role, followed by objective proof and testimonials.
  • Will you ever get a clear answer from Graeme

  • They may hesitate slightly, but if they are not convinced, they will say no.

Insights For Deal Planning

    How fast (or slow) will Graeme move?

  • Their decision making speed is somewhere in the middle.
  • Can Graeme take some risk or not?

  • They can take risks only after they have analyzed the advantages and disadvantages.

You And Graeme

Personality Compatibility


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