Richard Hanna

Questioner
DISC Type : c

Research Associate at Imperial College London

London, England, United Kingdom

Overview

Richard has no verified overview

Personality Overview

Value Seeker

Not Easily Convinced

Systematic

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  It is quite likely of them to ask for pricing or other concessions. They prefer to do thorough analysis of any situation.

Topics They Care About

Richard has no verified topics they care about

Media Appearances

Richard has no verified media appearances

Work History

6-2015
Research Associate at Imperial College London
9-2013 - 1-2015
DEMAND Research Fellow at University of Reading
6-2013 - 9-2013
Research Officer (Part-time) at University of Surrey
6-2010 - 9-2013
Consultancy energy monitoring project at Thameswey Energy
10-2009 - 6-2013
PhD Student at University of Surrey

Education

2009 - 2013
PhD from University of Surrey
2001 - 2003
MA (Part-time) from Kings College London, University of London

More Information

Social Presence :

Prographics :

Exp : 19 Location : London, England, United Kingdom Job Level : N/A Designation : Research Associate at Imperial College London
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Insights For Selling To Richard

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Tell them that you will come back if you don’t have a good answer for a question
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Avoid rushing them, be polite and patient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Richard 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 Richard

  • 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 Richard move?

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

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


You And Richard

Personality Compatibility


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