Howard Piner

Questioner
DISC Type : c

Head of Customer Analytics at Tesco UK

London, England, United Kingdom

Overview

Howard has no verified overview

Personality Overview

Value Seeker

Not Easily Convinced

Price-Sensitive

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

Topics They Care About

Howard has no verified topics they care about

Media Appearances

Howard has no verified media appearances

Work History

9-2013
Head of Customer Analytics at Tesco UK
5-2013 - 10-2013
Head of Loyalty Insight at Tesco Group
7-2004 - 5-2013
Head of Insight at Tesco.com
8-1997 - 7-2004
Insight Analysis Manager at Tesco.com

Education

1993 - 1994
Msc (Eng) from University of Birmingham
1990 - 1993
BSc Honours from The University of Sheffield

More Information

Social Presence :

Prographics :

Exp : 28 Location : London, England, United Kingdom Job Level : Mid-senior Designation : Head of Customer Analytics at Tesco UK
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Insights For Selling To Howard

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • If you have a lower priced product compared to the competition, call out the same
  • Share as much information as possible regarding your product

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • 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 Howard 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 Howard

  • 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 Howard move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Howard take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Howard

Personality Compatibility


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