Jeff Trance

Questioner
DISC Type : c

Vice President of Business Development at Clay Lacy Aviation

Sparta, New Jersey, United States

Overview

Jeff has no verified overview

Personality Overview

Systematic

Not Easily Convinced

Cautious & Analytical

They prefer to fully evaluate every situation.  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.

Topics They Care About

Jeff has no verified topics they care about

Media Appearances

Jeff has no verified media appearances

Work History

9-2024
Vice President of Business Development at Clay Lacy Aviation
4-2023 - 9-2024
VP, Business Aviation - Americas at Chapman Freeborn Airchartering
9-2016 - 3-2021
Vice President of Sales at Starflight Aviation Ltd
10-2015 - 7-2016
Senior Analyst at Aviation Portfolio LLC
4-2005 - 9-2015
SVP, Private Jets at Air Partner, Inc.

Education

1990 - 1995
Bachelor’s Degree from Rochester Institute of Technology
2014 - 2014
General Management Program from Cranfield School of Management

More Information

Social Presence :

Prographics :

Exp : 18 Location : Sparta, New Jersey, United States Job Level : Senior Designation : Vice President of Business Development at Clay Lacy Aviation
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Insights For Selling To Jeff

During A Call Or A Meeting

DO's

  • Emphasise more on facts and measurable benefits
  • If you have a lower priced product compared to the competition, call out the same
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Avoid rushing them, be polite and patient
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • 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 Jeff 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 Jeff

  • 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 Jeff move?

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

  • Can Jeff take some risk or not?

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

You And Jeff

Personality Compatibility


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