John Stokes

Questioner
DISC Type : c

Senior Vice President, Applied Technology Solutions at HSB at HSB - Hartford Steam Boiler

United States

Overview

John has no verified overview

Personality Overview

Value Seeker

Price-Sensitive

Systematic

It is quite likely of them to ask for pricing or other concessions.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. They prefer to analyze every situation thoroughly.


Topics They Care About

John has no verified topics they care about

Media Appearances

John has no verified media appearances

Work History

4-2018
Senior Vice President, Applied Technology Solutions at HSB at HSB - Hartford Steam Boiler
4-2013 - 4-2018
Vice President, Energy Practice Leader at HSB - Hartford Steam Boiler
11-2004 - 4-2013
Assistant Vice President, Business Development at HSB - Hartford Steam Boiler
3-2002 - 11-2004
Vice President, Engineered Lines at Zurich North America
3-1998 - 3-2002
Production Underwriter at Hartford Steam Boiler

Education

1993 - 1998
Bachelor of Business Administration (BBA) from The University of Georgia

More Information

Social Presence :

Prographics :

Exp : 28 Location : United States Job Level : Leadership Designation : Senior Vice President, Applied Technology Solutions at HSB at HSB - Hartford Steam Boiler
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Insights For Selling To John

During A Call Or A Meeting

DO's

  • Tell them that you will come back if you don’t have a good answer for a question
  • Back up any claims with data and numbers
  • Share as much information as possible regarding your product

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t try to be too friendly or informal with them
  • Avoid rushing them, be polite and patient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with John is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from John

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will John move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can John take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And John

Personality Compatibility


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