Richard Hirschen, CPA, CGMA

Examiner
DISC Type : cs

Partner at Gray, Gray & Gray

Canton, Massachusetts, United States

Overview

Richard has no verified overview

Personality Overview

Tough To Convince

Unexpressive

Late Adopter

They tend to be clear about their needs and limitations and are unlikely to promise too much.  They are heavily focused on quality and prefer doing things the right way, even if it takes time. They do not like taking risks at all and go for proven options in the end.

Topics They Care About

Richard has no verified topics they care about

Media Appearances

Richard has no verified media appearances

Work History

11-2003
Partner at Gray, Gray & Gray
3-2001 - 11-2003
Controller at Boston Sausage & Provision
6-2000 - 3-2001
Accounting Manager at HookMedia
8-1994 - 11-1996
Staff Accountant at Price Waterhouse

Education

1990 - 1994
BBA from Isenberg School of Management, UMass Amherst
1986 - 1990
Education details unavailable from Niskayuna High School

More Information

Social Presence :

Prographics :

Exp : 28 Location : Canton, Massachusetts, United States Job Level : N/A Designation : Partner at Gray, Gray & Gray
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Insights For Selling To Richard

During A Call Or A Meeting

DO's

  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Ask them which other stakeholders would be important for this purchase decision
  • Be firm in your communication and stay in control

DONT's

  • Don't be very accepting if that is your natural style, stay firm
  • Don't rely on relationship building even if they act pleasantly
  • Don't use phrases like 'do not worry', 'i promise' etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Richard is

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

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

Insights For Deal Planning

    How fast (or slow) will Richard move?

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

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

You And Richard

Personality Compatibility


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