Graham Scott

Evaluator
DISC Type : scd

Senior Vice President, Sales at Toppan Merrill

Los Angeles Metropolitan Area, United States

Overview

Graham has no verified overview

Personality Overview

Thorough Evaluator

Fast But Analytical

Quality Focused

They are not very likely to become strong advocates of your product or service  They focus on the results, but can still be quite procedural and analytical about how to get there They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical

Topics They Care About

Graham has no verified topics they care about

Media Appearances

Graham has no verified media appearances

Work History

8-2018
Senior Vice President, Sales at Toppan Merrill
7-1989 - 7-2018
Senior Vice President at Merrill Corporation
3-1986 - 7-1989
Customer Service Manager at Chas. P. Young / Jefferies Banknote Company
1-1983 - 2-1986
Customer Service Representative at Pandick Press
1-1981 - 12-1982
Customer Service Representative at Merrill Corporation

Education

Education details unavailable from University of Colorado Boulder

More Information

Social Presence :

Prographics :

Exp : 44 Location : Los Angeles Metropolitan Area, United States Job Level : Leadership Designation : Senior Vice President, Sales at Toppan Merrill
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Insights For Selling To Graham

During A Call Or A Meeting

DO's

  • Showcase how you can impact results but also make sure that you share detailed information too
  • Help them see both - the ‘big picture’ impact and the ROI of the investment
  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.

DONT's

  • Avoid making strong statements, instead invite them to agree with you by asking them questions
  • Avoid too much small talk, just a few formal pleasantries should be fine
  • Avoid self-deprecating references or general informality, it could decrease their trust in you

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Graham is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Graham

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Graham move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Graham take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Graham

Personality Compatibility


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