Ian B.

Questioner
DISC Type : c

Head of Policy (G6) at HM Prison and Probation Service

London, England, United Kingdom

Overview

Ian has no verified overview

Personality Overview

Value Seeker

Price-Sensitive

Not Easily Convinced

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  They are more likely than others to negotiate on pricing and terms. They prefer to fully evaluate every situation.

Topics They Care About

Ian has no verified topics they care about

Media Appearances

Ian has no verified media appearances

Work History

4-2026
Head of Policy (G6) at HM Prison and Probation Service
10-2024
Independent Person (Standards Committee) at Haringey Council
6-2019 - 4-2026
Head of Police Discipline Policy at UK Home Office
3-2010 - 6-2019
Detective (various) at Essex Police
7-2007 - 8-2009
Consultant at Euro London Appointments

Education

2003 - 2007
Bachelor of Science - BS from University of Surrey

More Information

Social Presence :

Prographics :

Exp : 18 Location : London, England, United Kingdom Job Level : Mid-senior Designation : Head of Policy (G6) at HM Prison and Probation Service
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Insights For Selling To Ian

During A Call Or A Meeting

DO's

  • Tell them that you will come back if you don’t have a good answer for a question
  • 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

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t try to be too friendly or informal with them
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ian 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 Ian

  • 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 Ian move?

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

  • Can Ian take some risk or not?

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

You And Ian

Personality Compatibility


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