James Roberts

Examiner
DISC Type : sc

Ben H. Williams Professor of Marketing at Baylor University

Waco, Texas, United States

Overview

James has no verified overview

Personality Overview

Late Adopter

Tough To Convince

Unexpressive

They do not like taking risks at all and go for proven options in the end.  They tend to be clear about their needs and limitations and are unlikely to promise too much. They are heavily focused on quality and prefer doing things the right way, even if it takes time.

Topics They Care About

James has no verified topics they care about

Media Appearances

James has no verified media appearances

Work History

Ben H. Williams Professor of Marketing at Baylor University

Education

1987 - 1991
Doctor of Philosophy (PhD) from University of Nebraska - Lincoln
Bachelor of Arts (BA) from University of St. Thomas

More Information

Social Presence :

Prographics :

Exp : N/A Location : Waco, Texas, United States Job Level : N/A Designation : Ben H. Williams Professor of Marketing at Baylor University
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Insights For Selling To James

During A Call Or A Meeting

DO's

  • Be firm in your communication and stay in control
  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Ask them which other stakeholders would be important for this purchase decision

DONT's

  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Don't be very accepting if that is your natural style, stay firm
  • Don't rely on relationship building even if they act pleasantly

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with James is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from James

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will James move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can James take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And James

Personality Compatibility


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