John Phillips

Enigma
DISC Type : cdi

Retired Senior Fellow at John-Phillips.com

Pendleton, Indiana, United States

Overview

John has no verified overview

Personality Overview

Fast Follower

Challenger

Persuasive & Assertive

They are generally strong communicators and are not easy to convince.  They can sound friendly and charming but can quickly change gears to become inquisitive and probing  They are likely to ask many questions and look heavily for supporting proof as well as information.

Topics They Care About

John has no verified topics they care about

Media Appearances

John has no verified media appearances

Work History

7-2024
Retired Senior Fellow at John-Phillips.com
7-2024
Retirement at Career Break
6-2022 - 7-2024
Senior Fellow at Stellantis
4-2014
Senior Professional at FCA US LLC
6-2003 - 4-2014
Senior Staff Research Engineer at Delphi

Education

8-1984 - 7-1985
MSEE from Stanford University School of Engineering
1974 - 1979
BSEE from Kettering University

More Information

Social Presence :

Prographics :

Exp : 29 Location : Pendleton, Indiana, United States Job Level : Mid-senior Designation : Retired Senior Fellow at John-Phillips.com
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Insights For Selling To John

During A Call Or A Meeting

DO's

  • Use a combination of data as well as stories for your pitch, a ppt might not be necessary
  • Let them lead the discussion, create opportunities for them to speak if they are not very forthcoming
  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."

DONT's

  • Avoid long presentations and just 'high-level' value proposition, dive into the details
  • Don’t try to rush them into a decision, provide all necessary information first
  • Avoid making offhand commitments, understand the root of their concerns first

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with John is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from John

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will John move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can John take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And John

Personality Compatibility


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