John E. Ursin

Examiner
DISC Type : sc

Managing Partner at Schenck, Price, Smith & King, LLP

Florham Park, New Jersey, United States

Overview

John has no verified overview

Personality Overview

Overcautious

Process Oriented

Tough To Convince

The only way to convince them is by showing them examples and ample proof.  Being observant comes to them naturally. They are quite aware of their needs and limitations, so they are unlikely to over-promise.

Topics They Care About

John has no verified topics they care about

Media Appearances

John has no verified media appearances

Work History

1-2013
Managing Partner at Schenck, Price, Smith & King, LLP

Education

1990 - 1993
Doctor of Law (J.D.) from Rutgers Law School
1986 - 1990
Bachelor of Science (B.S.) from University of Scranton

More Information

Social Presence :

Prographics :

Exp : 13 Location : Florham Park, New Jersey, United States Job Level : N/A Designation : Managing Partner at Schenck, Price, Smith & King, LLP
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Insights For Selling To John E.

During A Call Or A Meeting

DO's

  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • First of all, focus on building their confidence by sharing examples, case studies etc.

DONT's

  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't be very accepting if that is your natural style, stay firm

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with John E. is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from John E.

  • 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 John E. move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can John E. take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And John E.

Personality Compatibility


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