Graham Watson

Questioner
DISC Type : c

Project Director at CDA

Edinburgh, Scotland, United Kingdom

Overview

Graham has no verified overview

Personality Overview

Value Seeker

Cautious & Analytical

Price-Sensitive

It is quite likely of them to ask for pricing or other concessions.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Graham has no verified topics they care about

Media Appearances

Graham has no verified media appearances

Work History

5-1983
Project Director at CDA
5-1983 - 12-2013
Associate at CDA

Education

1986 - 1988
HNC from Edinburgh Napier University
1983 - 1986
ONC Construction from Telford College

More Information

Social Presence :

Prographics :

Exp : 42 Location : Edinburgh, Scotland, United Kingdom Job Level : Mid-senior Designation : Project Director at CDA
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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
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t overhype the product/pitch, keep it measured
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Graham is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for 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?

  • If they have the information that they need, they can move fast at making their decisions.
  • 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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