Merrill Johnson

Examiner
DISC Type : cs

Vice President Client Development at Netsmart Technologies

Salt Lake City Metropolitan Area, United States

Overview

Merrill has no verified overview

Personality Overview

Status Quo Seeker

Process Oriented

Late Adopter

They are always well-planned and adopt a systematic approach.  Being observant comes to them naturally. They do not like taking risks at all and go for proven options in the end.

Topics They Care About

Merrill has no verified topics they care about

Media Appearances

Merrill has no verified media appearances

Work History

12-2010
Vice President Client Development at Netsmart Technologies
6-2008 - 12-2010
Enterprise Sales Executive, AdvancedBiller Team at AdvancedMD
4-2004 - 6-2008
Sales Executive at Health Connect

Education

1999 - 2001
BA from Brigham Young University–Hawaii

More Information

Social Presence :

Prographics :

Exp : 21 Location : Salt Lake City Metropolitan Area, United States Job Level : Senior Designation : Vice President Client Development at Netsmart Technologies
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Insights For Selling To Merrill

During A Call Or A Meeting

DO's

  • Expect them to be slow and cautious, encourage them to ask more questions
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • Be firm in your communication and stay in control

DONT's

  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Don't push them too hard to make fast decisions, give them time

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Merrill is

  • For them, low risk and acceptance by others are very important, followed by proof of ROI.
  • Will you ever get a clear answer from Merrill

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Merrill move?

  • They do not like to take decisions in a hurry, so they could be slow in making their mind up.
  • Can Merrill take some risk or not?

  • They are low on risk-appetite and prefer to make informed decisions.

You And Merrill

Personality Compatibility


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