John Spencer

Enigma
DISC Type : icd

Senior Business Development Manager | QLD at Education Perfect

Brisbane, Queensland, Australia

Overview

John has no verified overview

Personality Overview

Fast Follower

Hard To Convince

Challenger

They are likely to ask many questions and look heavily for supporting proof as well as information.  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

Topics They Care About

John has no verified topics they care about

Media Appearances

John has no verified media appearances

Work History

3-2020
Senior Business Development Manager | QLD at Education Perfect
10-2018 - 3-2020
Regional Director K12 - QLD at Instructure
3-2016 - 10-2018
Business Development Manager - QLD & WA at ClickView
4-2014 - 3-2016
QLD Education Sales - Secondary at Pearson Asia Pacific
1-2010 - 4-2014
Education Sales Consultant at Computelec

Education

2001 - 2005
BA(Hons) from University of Portsmouth
1995 - 2001
11 GCSE's & 3 A Levels from Maiden Erlegh School

More Information

Social Presence :

Prographics :

Exp : 15 Location : Brisbane, Queensland, Australia Job Level : Middle Designation : Senior Business Development Manager | QLD at Education Perfect
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Insights For Selling To John

During A Call Or A Meeting

DO's

  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."
  • Build rapport slwly without rushing, it will come handy to handle hard questions later
  • Be prepared for a mix of questions and inquisitiveness, answer them in the tone in which they have been asked

DONT's

  • Don’t rely excessively on your relationship with them to win the deal even if you come to form one
  • Don’t brush off any concerns, take all questions seriously. They are easily deterred
  • Don’t try to rush them into a decision, provide all necessary information 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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