Ian Garner

Questioner
DISC Type : c

Director, Global Markets Office of Strategy and Engagement at International Trade Administration

Washington DC-Baltimore Area, United States

Overview

Ian has no verified overview

Personality Overview

Cautious & Analytical

Value Seeker

Price-Sensitive

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They are more likely than others to negotiate on pricing and terms. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Ian has no verified topics they care about

Media Appearances

Ian has no verified media appearances

Work History

10-2021
Director, Global Markets Office of Strategy and Engagement at International Trade Administration
6-2018
Civil Affairs Officer at US Army
8-2020 - 10-2021
Army Staff Talks, Director at US Army
3-2016 - 8-2020
Chief of Staff, Office of International Affairs at U.S. Customs and Border Protection
8-2010 - 3-2016
Lead, US-CERT International Affairs at US Department of Homeland Security

Education

Master of Public Policy (M.P.P.) from George Mason University
Master of Arts (M.A.) from University of Oklahoma

More Information

Social Presence :

Prographics :

Exp : 21 Location : Washington DC-Baltimore Area, United States Job Level : Mid-senior Designation : Director, Global Markets Office of Strategy and Engagement at International Trade Administration
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Insights For Selling To Ian

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Share as much information as possible regarding your product

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • 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 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?

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


You And Ian

Personality Compatibility


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