Marvin Goins

Questioner
DISC Type : c

Mgr, Corporate Security Architecture at Eastman Chemical Company

Kingsport, Tennessee, United States

Overview

Marvin has no verified overview

Personality Overview

Not Easily Convinced

Value Seeker

Cautious & Analytical

It is quite likely of them to ask for pricing or other concessions.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Marvin has no verified topics they care about

Media Appearances

Marvin has no verified media appearances

Work History

8-2015
Mgr, Corporate Security Architecture at Eastman Chemical Company
2012 - 7-2015
Mgr, I/T Risk Management at Eastman Chemical Company
12-1988 - 5-1992
Systems Analyst at Texaco

Education

1984 - 1988
B.S. from East Tennessee State University

More Information

Social Presence :

Prographics :

Exp : 17 Location : Kingsport, Tennessee, United States Job Level : N/A Designation : Mgr, Corporate Security Architecture at Eastman Chemical Company
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Insights For Selling To Marvin

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Back up any claims with data and numbers

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Marvin 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 Marvin

  • 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 Marvin move?

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

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


You And Marvin

Personality Compatibility


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