Mike Stephens

Supporter
DISC Type : s

Director, Corporate Communications at Eversource Energy

Greater Boston, United States

Overview

Mike has no verified overview

Personality Overview

Calm

Social Proof Driven

Thoughtful In Approach

They are unlikely to become strong champions as they don't prefer pushing other people.  They usually go by the book, following all rules and procedures. They are motivated by the potential impact of their decision on the organization.

Topics They Care About

Mike has no verified topics they care about

Media Appearances

Mike has no verified media appearances

Work History

11-2018
Director, Corporate Communications at Eversource Energy
2008 - 2018
Manager, Corporate and Internet Communications at Salt River Project
1999 - 2008
News Editor at Arizona Republic / KPNX-TV

Education

BA from California State University, Fullerton

More Information

Social Presence :

Prographics :

Exp : 27 Location : Greater Boston, United States Job Level : Mid-senior Designation : Director, Corporate Communications at Eversource Energy
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Insights For Selling To Mike

During A Call Or A Meeting

DO's

  • Pause and ask them if they have any questions
  • Focus your pitch on the impact that you could help them have on their organization
  • Use phrases like ‘others say that’, ‘zero risk in’, ‘seen proof of’ etc.

DONT's

  • Don’t don the salesperson avatar, be the friendly advisor instead
  • Don’t use phrases like ‘there might be’, ‘we haven’t yet’, ‘latest technology’ etc.
  • Don’t rush them to make quick decisions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mike is

  • Low risk, approval of other stakeholders and successful process-based evaluation are most important for them.
  • Will you ever get a clear answer from Mike

  • They don’t say no very often, and can take you around in circles sometimes.

Insights For Deal Planning

    How fast (or slow) will Mike move?

  • They do not like to rush, so they could be slow in making decisions.
  • Can Mike take some risk or not?

  • They have little risk-appetite and prefer to take decisions that others support.

You And Mike

Personality Compatibility


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