Graham Glaser

Questioner
DISC Type : c

Partner at Incipient Group

Oklahoma City, Oklahoma, United States

Overview

Graham has no verified overview

Personality Overview

Not Easily Convinced

Systematic

Cautious & Analytical

They prefer to fully evaluate every situation.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Graham has no verified topics they care about

Media Appearances

Graham has no verified media appearances

Work History

10-2023
Partner at Incipient Group
5-2018 - 10-2023
Project Manager at Chesapeake Energy
5-2016 - 10-2018
Marketing Analyst at Chesapeake Energy
8-2014 - 5-2016
Engineering Technician at Chesapeake Energy
1-2013 - 7-2014
Evaluator Senior Director at United States Air Force

Education

Master of Business Administration (MBA) from Oklahoma State University
2002 - 2006
Bachelor of Business Administration (B.B.A.) from Texas Christian University - M.J. Neeley School of Business

More Information

Social Presence :

Prographics :

Exp : 13 Location : Oklahoma City, Oklahoma, United States Job Level : N/A Designation : Partner at Incipient Group
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Insights For Selling To Graham

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Emphasise more on facts and measurable benefits

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Avoid rushing them, be polite and patient
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Graham 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 Graham

  • 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 Graham move?

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

  • Can Graham take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Graham

Personality Compatibility


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