Matthew Small

Examiner
DISC Type : cs

Proposal Manager at Perini Management Services, Inc.

Framingham, Massachusetts, United States

Overview

Matthew has no verified overview

Personality Overview

Tough To Convince

Unexpressive

Overcautious

They tend to be clear about their needs and limitations and are unlikely to promise too much.  They are heavily focused on quality and prefer doing things the right way, even if it takes time. The only way to convince them is by showing them examples and ample proof.

Topics They Care About

Matthew has no verified topics they care about

Media Appearances

Matthew has no verified media appearances

Work History

7-2006
Proposal Manager at Perini Management Services, Inc.
8-2005 - 6-2006
Marketing Assistant at Trihydro Corporation
2-2005 - 7-2005
Autocad Technician at Electrical Systems Consultants
10-2000 - 12-2004
Marketing Coordinator at GZA GeoEnvironmental, Inc.

Education

1995 - 2000
BS from University of Massachusetts Dartmouth
1991 - 1995
Education details unavailable from Andover High

More Information

Social Presence :

Prographics :

Exp : 25 Location : Framingham, Massachusetts, United States Job Level : Middle Designation : Proposal Manager at Perini Management Services, Inc.
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Insights For Selling To Matthew

During A Call Or A Meeting

DO's

  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Ask them which other stakeholders would be important for this purchase decision
  • Expect them to be vague in response to your questions, ask firmly and pointedly

DONT's

  • Don't be very accepting if that is your natural style, stay firm
  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't rely on relationship building even if they act pleasantly

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Matthew is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Matthew

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Matthew move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can Matthew take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Matthew

Personality Compatibility


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