Michael Boone

Questioner
DISC Type : c

Director, National Sales at XPO Logistics, Inc.

Bolingbrook, Illinois, United States

Overview

Michael has no verified overview

Personality Overview

Not Easily Convinced

Price-Sensitive

Cautious & Analytical

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They prefer to fully evaluate every situation.

Topics They Care About

Michael has no verified topics they care about

Media Appearances

Michael has no verified media appearances

Work History

9-2022
Director, National Sales at XPO Logistics, Inc.
11-2017 - 8-2022
Director of Sales at XPO Logistics, Inc.
7-2016 - 11-2017
National Account Executive at XPO Logistics, Inc.
10-2012 - 4-2014
National Account Executive at Broussard Logistics
1-2007 - 10-2012
Account Executive at UPS Freight

Education

2000 - 2002
Bachelor of Science (B.S.) from Northern Illinois University
2011 - 2015
Masters of Science in Management from Kaplan University

More Information

Social Presence :

Prographics :

Exp : 20 Location : Bolingbrook, Illinois, United States Job Level : Mid-senior Designation : Director, National Sales at XPO Logistics, Inc.
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Insights For Selling To Michael

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
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t try to be too friendly or informal with them
  • 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 Michael 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 Michael

  • 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 Michael move?

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

  • Can Michael take some risk or not?

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

You And Michael

Personality Compatibility


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