Richard Moss

Enigma
DISC Type : dci

Head of Civils at Instarmac Group plc

Brierley, England, United Kingdom

Overview

Richard has no verified overview

Personality Overview

Challenger

Persuasive & Assertive

Fast Follower

They are generally strong communicators and are not easy to convince.  They can sound friendly and charming but can quickly change gears to become inquisitive and probing  They are likely to ask many questions and look heavily for supporting proof as well as information.

Topics They Care About

Richard has no verified topics they care about

Media Appearances

Richard has no verified media appearances

Work History

10-2023
Head of Civils at Instarmac Group plc
10-2019 - 1-2024
Brand Manager ULTRACRETE at Instarmac Group plc
2-2017 - 9-2019
National Sales Manager ULTRA SCAPE at Instarmac Group plc
1-2013 - 9-2014
Business Development Manager at Zip Water
12-2011 - 8-2012
Key Accounts Executive at Shred-it

Education

1998 - 2000
Sports and Science from Barnsley College
1996 - 1998
Btec National deploma from Barnsley College

More Information

Social Presence :

Prographics :

Exp : 21 Location : Brierley, England, United Kingdom Job Level : Mid-senior Designation : Head of Civils at Instarmac Group plc
URL has been copied!

Insights For Selling To Richard

During A Call Or A Meeting

DO's

  • Use phrases like ‘clear evidence’, ‘data-based results’ etc.
  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."
  • Let them lead the discussion, create opportunities for them to speak if they are not very forthcoming

DONT's

  • Don’t rely excessively on your relationship with them to win the deal even if you come to form one
  • Don’t try to rush them into a decision, provide all necessary information first
  • Avoid long presentations and just 'high-level' value proposition, dive into the details

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Richard is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Richard

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Richard move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Richard take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Richard

Personality Compatibility


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