John Tanzella

Critic
DISC Type : C

President/CEO at IGLTA

Palm Springs, California, United States

Overview

John has no verified overview

Personality Overview

Critic

Information Seeker

ROI Driven

They prefer to do logical analysis and value evidence over emotions.  They are quite likely to negotiate on pricing or other key terms. They don’t appreciate bells and whistles unless backed by data.

Topics They Care About

John has no verified topics they care about

Media Appearances

John has no verified media appearances

Work History

10-2005
President/CEO at IGLTA
4-2004 - 10-2005
Director Of Corporate Relations at Human Rights Campaign
8-2002 - 4-2004
Corporate Sales Manager at Destination DC
1-1988 - 11-2001
Marketing/Sales at Delta Air Lines

Education

1983 - 1987
BS from The University of Georgia
1979 - 1983
Education details unavailable from Dunwoody High School

More Information

Social Presence :

Prographics :

Exp : 37 Location : Palm Springs, California, United States Job Level : N/A Designation : President/CEO at IGLTA
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Insights For Selling To John

During A Call Or A Meeting

DO's

  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.
  • Keep some extra margin while sharing pricing, they are likely to negotiate later

DONT's

  • Don’t rush them till they have clearly gotten all the necessary information
  • Make extra effort to not seem pushy or confrontational
  • Don’t try too hard to build a relationship with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with John is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from John

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will John move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can John take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And John

Personality Compatibility


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