John Underwood

Wildcard
DISC Type : sic

Information Technology Services Manager at North Dakota University System

Fargo, North Dakota, United States

Overview

John has no verified overview

Personality Overview

ROI Driven

Requires Proof

Curious But Skeptical

They typically tend to be late adopters even when they seem friendly and excited about what you have to sell  They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions They are often friendly and nice, but can sometimes suprise you with their piercing questions

Topics They Care About

John has no verified topics they care about

Media Appearances

John has no verified media appearances

Work History

2-2011
Information Technology Services Manager at North Dakota University System
9-1996 - 2-2011
Help Desk Manager at North Dakota State University

Education

1983 - 1989
Education details unavailable from North Dakota State University

More Information

Social Presence :

Prographics :

Exp : 29 Location : Fargo, North Dakota, United States Job Level : Middle Designation : Information Technology Services Manager at North Dakota University System
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Insights For Selling To John

During A Call Or A Meeting

DO's

  • Help them understand the risk aspect fully while inspiring confidence
  • Help them realize that there is no personal risk in making this decision
  • Focus on immediate action-items rather than the larger goals

DONT's

  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.
  • Don’t overhype the product/pitch, keep it measured
  • Don't ask them to move fast, let them take their time and digest all the information

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with John is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from John

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will John move?

  • They like to perform full analysis and can take time to make any decision.
  • Can John take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And John

Personality Compatibility


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