Matthew Smith, CRM, CAWC, sHRBP

Questioner
DISC Type : c

Director of HR & Risk Management at Dunkin

Charleston, South Carolina Metropolitan Area, United States

Overview

Matthew has no verified overview

Personality Overview

Not Easily Convinced

Value Seeker

Systematic

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They are more likely than others to negotiate on pricing and terms. They prefer to fully evaluate every situation.

Topics They Care About

Matthew has no verified topics they care about

Media Appearances

Matthew has no verified media appearances

Work History

3-2016
Director of HR & Risk Management at Dunkin
10-2000 - 1-2016
Director of HR/Risk Management at Land Air Express of New England
5-1998 - 8-1998
Safety at Vermont Yankee Nuclear Power Corp

Education

1996 - 1999
B.A. from University of Vermont
Education details unavailable from Michigan State University

More Information

Social Presence :

Prographics :

Exp : 25 Location : Charleston, South Carolina Metropolitan Area, United States Job Level : Mid-senior Designation : Director of HR & Risk Management at Dunkin
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Insights For Selling To Matthew

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
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • 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
  • Avoid rushing them, be polite and patient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Matthew 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 Matthew

  • 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 Matthew move?

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

  • Can Matthew take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Matthew

Personality Compatibility


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