Ralph Hawkins

Examiner
DISC Type : cs

Executive Vice President at ARG - IT Clarity

Atlanta, Georgia, United States

Overview

Ralph has no verified overview

Personality Overview

Tough To Convince

Status Quo Seeker

Process Oriented

They tend to be clear about their needs and limitations and are unlikely to promise too much.  They are thorough and always follow a systematic approach. Being observant comes to them naturally.

Topics They Care About

Ralph has no verified topics they care about

Media Appearances

Ralph has no verified media appearances

Work History

11-2019
Executive Vice President at ARG - IT Clarity
11-2018 - 11-2019
President at 1 Source International
2003 - 11-2019
SVP, General Manager, PGi Partners at Premiere Global Services

Education

Education details unavailable from University of North Carolina at Charlotte

More Information

Social Presence :

Prographics :

Exp : 23 Location : Atlanta, Georgia, United States Job Level : Leadership Designation : Executive Vice President at ARG - IT Clarity
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Insights For Selling To Ralph

During A Call Or A Meeting

DO's

  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • 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

DONT's

  • Don't be very accepting if that is your natural style, stay firm
  • Don't push them too hard to make fast decisions, give them time
  • Avoid getting into storytelling mode, especially when they ask specific questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ralph is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Ralph

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Ralph move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can Ralph take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Ralph

Personality Compatibility


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