James Champion

Questioner
DISC Type : c

Expert Technologist at American Water at American Water

Southampton, Pennsylvania, United States

Overview

James has no verified overview

Personality Overview

Not Easily Convinced

Value Seeker

Cautious & Analytical

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 prefer to fully evaluate every situation.

Topics They Care About

James has no verified topics they care about

Media Appearances

James has no verified media appearances

Work History

4-2020
Expert Technologist at American Water at American Water
3-2007 - 12-2007
Lead Consultant at SunGard
2007 - 4-2020
Enterprise Architect at American Water
1984 - 12-2006
IT at Dow Jones

Education

1987 - 1991
Education details unavailable from Drexel University

More Information

Social Presence :

Prographics :

Exp : 29 Location : Southampton, Pennsylvania, United States Job Level : N/A Designation : Expert Technologist at American Water at American Water
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Insights For Selling To James

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

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with James 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 James

  • 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 James move?

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

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

You And James

Personality Compatibility


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