James Vandezande

Questioner
DISC Type : c

Chief Technology Officer at HOK

New York, New York, United States

Overview

James has no verified overview

Personality Overview

Value Seeker

Not Easily Convinced

Price-Sensitive

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

Topics They Care About

James has no verified topics they care about

Media Appearances

James has no verified media appearances

Work History

12-2009
Chief Technology Officer at HOK
10-2001 - 12-2009
Digital Design Manager at SOM
4-1999 - 12-2009
Associate at SOM
1996 - 1999
Architect at Spector Group Architects

Education

1990 - 1995
Bachelor of Architecture (B.Arch.) from New York Institute of Technology

More Information

Social Presence :

Prographics :

Exp : 30 Location : New York, New York, United States Job Level : Leadership Designation : Chief Technology Officer at HOK
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Insights For Selling To James

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • If you have a lower priced product compared to the competition, call out the same
  • Share as much information as possible regarding your product

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • 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 James 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 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?

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

  • Can James take some risk or not?

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


You And James

Personality Compatibility


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