James Sutherland

Questioner
DISC Type : c

Business Development at AVI Foodsystems

Batavia, New York, United States

Overview

James has no verified overview

Personality Overview

Systematic

Price-Sensitive

Cautious & Analytical

They prefer to fully evaluate every situation.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

James has no verified topics they care about

Media Appearances

James has no verified media appearances

Work History

10-2023
Business Development at AVI Foodsystems
11-2016 - 10-2023
Vice President of Sales at Crickler Vending Company, Inc.
3-2015 - 11-2016
Manager of Sales and Client Retention at Crickler Vending Company, Inc.
1-2007 - 2-2015
Director of Service Operations at Allied Mechanical
10-1994 - 12-2006
Director of Business Development at Loose Ends Vending, Inc.

Education

1986 - 1990
BA from Alfred University
Education details unavailable from Notre Dame High School

More Information

Social Presence :

Prographics :

Exp : 31 Location : Batavia, New York, United States Job Level : N/A Designation : Business Development at AVI Foodsystems
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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
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Emphasise more on facts and measurable benefits

DONT's

  • Avoid rushing them, be polite and patient
  • Don’t try to be too friendly or informal with them
  • 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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