Patricia S.

Questioner
DISC Type : c

Director Of Business Development at GM Defense

Detroit Metropolitan Area, United States

Overview

Patricia has no verified overview

Personality Overview

Not Easily Convinced

Value Seeker

Cautious & Analytical

It is quite likely of them to ask for pricing or other concessions.  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.

Topics They Care About

Patricia has no verified topics they care about

Media Appearances

Patricia has no verified media appearances

Work History

4-2022
Director Of Business Development at GM Defense
7-2018 - 4-2022
Program Manager at General Dynamics Land Systems
11-2015 - 7-2018
Business Development Manager at General Dynamics Land Systems
3-2015 - 11-2015
Chief of Staff at U.S. Army TACOM
1-2011 - 3-2015
Director, Field Support Operations at U.S. Army TACOM

Education

2003 - 2005
Master of Business Administration (MBA) from Indiana University - Kelley School of Business
2001 - 2002
Education details unavailable from Command & General Staff College

More Information

Social Presence :

Prographics :

Exp : 38 Location : Detroit Metropolitan Area, United States Job Level : Mid-senior Designation : Director Of Business Development at GM Defense
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Insights For Selling To Patricia

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • 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

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
  • 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 Patricia is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Patricia

  • 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 Patricia move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Patricia take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Patricia

Personality Compatibility


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