Jim Lawler

Inquirer
DISC Type : cd

President & CTO at Predicate Logic

San Diego, California, United States

Overview

Jim has no verified overview

Personality Overview

Judgemental

Hard To Convince

ROI Conscious

They can be nudged to make faster decisions by offering what they value.  They don’t always try to control the conversation but neither do they like yielding it fully. They respond well to confident salespeople.

Topics They Care About

Jim has no verified topics they care about

Media Appearances

Jim has no verified media appearances

Work History

President & CTO at Predicate Logic
6-1981 - 11-1992
Senior Engineer at The Mitre Corp

Education

1977 - 1980
MS from Virginia Tech
1972 - 1976
BS from University at Albany

More Information

Social Presence :

Prographics :

Exp : 11 Location : San Diego, California, United States Job Level : Leadership Designation : President & CTO at Predicate Logic
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Insights For Selling To Jim

During A Call Or A Meeting

DO's

  • Ask them questions confidently while doing discovery, don’t be apologetic
  • Highlight the competitive differentiation of your product
  • Get to the point quickly instead of spending too much time on pleasantries

DONT's

  • Do not give up if they are not convinced, try again with a different approach
  • Don't try too hard to get friendly, let it happen with time
  • Don’t try to be an alpha salesperson, give them equal space

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Jim is

  • Belief in the product plays an important role, followed by objective proof and testimonials.
  • Will you ever get a clear answer from Jim

  • They may hesitate slightly, but if they are not convinced, they will say no.

Insights For Deal Planning

    How fast (or slow) will Jim move?

  • They are neither the fastest decision makers nor the slowest.
  • Can Jim take some risk or not?

  • They can take risks only after they have analyzed the advantages and disadvantages.

You And Jim

Personality Compatibility


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