Jim Grace

Examiner
DISC Type : cs

Principal at Aztec Technologies Inc.

Danvers, Massachusetts, United States

Overview

Jim has no verified overview

Personality Overview

Tough To Convince

Late Adopter

Process Oriented

They are quite aware of their needs and limitations, so they are unlikely to over-promise.  They do not like taking risks at all and go for proven options in the end. Being observant comes to them naturally.

Topics They Care About

Jim has no verified topics they care about

Media Appearances

Jim has no verified media appearances

Work History

6-2007
Principal at Aztec Technologies Inc.
2-2005 - 6-2007
Packaging Engineering Manager at Keurig, Inc.
2-2003 - 2-2005
Engineering Manager at NeoResins
2-1999 - 1-2003
Engineering Manager at Millipore
3-1994 - 2-1999
Program Manager at Massachusetts Water Resources Authority

Education

1982 - 1987
BS from University of Massachusetts Lowell

More Information

Social Presence :

Prographics :

Exp : 32 Location : Danvers, Massachusetts, United States Job Level : Senior Designation : Principal at Aztec Technologies Inc.
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Insights For Selling To Jim

During A Call Or A Meeting

DO's

  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Be firm in your communication and stay in control
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them

DONT's

  • Don't push them too hard to make fast decisions, give them time
  • Don't be very accepting if that is your natural style, stay firm
  • Avoid getting into storytelling mode, especially when they ask specific questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Jim is

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

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Jim move?

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

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

You And Jim

Personality Compatibility


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