John Ustica

Questioner
DISC Type : c

President and Chief Executive Officer at Siemens Government Technologies

Washington DC-Baltimore Area, United States

Overview

John has no verified overview

Personality Overview

Systematic

Not Easily Convinced

Price-Sensitive

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. 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

10-2022
President and Chief Executive Officer at Siemens Government Technologies
5-2022 - 10-2022
Interim CEO at Siemens Government Technologies
8-2018 - 5-2022
Senior Vice President and Chief Financial Officer at Siemens Government Technologies
9-2022
Board Member at Northern Virginia Technology Council (NVTC)
9-2022
Board Member at Professional Services Council

Education

9-2002 - 4-2005
MBA from Rollins College
9-1998 - 5-2001
BSBA from University of Central Florida

More Information

Social Presence :

Prographics :

Exp : 13 Location : Washington DC-Baltimore Area, United States Job Level : Leadership Designation : President and Chief Executive Officer at Siemens Government Technologies
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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
  • Emphasise more on facts and measurable benefits
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Avoid rushing them, be polite and patient
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with John is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to 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?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • 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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