Larry Lawler

Observer
DISC Type : ci

CTO at UNICOM Global

Los Angeles, California, United States

Overview

Larry has no verified overview

Personality Overview

Value Driven

Assertive

Example Seeker

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. They often ask many questions and rely heavily on information and documentation.

Topics They Care About

Larry has no verified topics they care about

Media Appearances

Larry has no verified media appearances

Work History

9-2011
CTO at UNICOM Global
9-2001
CTO at Unicom Systems Intl, Inc
10-1990 - 5-2001
CTO at Technologic software
7-1990 - 10-1990
CICS interface Developer at Teradata
9-1989 - 5-1990
Senior Software Engineer at Enterprise software associates

Education

1976 - 1984
Doctor of CICS from IBM Schools
1972 - 1976
Data Processing from University of Wisconsin

More Information

Social Presence :

Prographics :

Exp : 35 Location : Los Angeles, California, United States Job Level : Leadership Designation : CTO at UNICOM Global
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Insights For Selling To Larry

During A Call Or A Meeting

DO's

  • Be prepared for a lot of questions, answer them objectively
  • Invite them for a social do but don’t rely solely on the relationship
  • Focus on immediate action-items rather than the larger goals

DONT's

  • Don’t rely excessively on your relationship with them to win the deal
  • Don’t try to rush them into a decision, provide all necessary information first
  • Avoid making offhand commitments

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Larry is

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

  • They are practical yet friendly, don’t expect a clear no very often.

Insights For Deal Planning

    How fast (or slow) will Larry move?

  • They like to analyze well and then make their decisions.
  • Can Larry take some risk or not?

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

You And Larry

Personality Compatibility


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