Richard Smith

Enthusiast
DISC Type : i

Director of Executive Compensation at Towers Watson

Phoenix, Arizona, United States

Overview

Richard has no verified overview

Personality Overview

Non-Confrontational

Amiable & Agreeable

Consensus Focused

They are more about building relationships than just cutting deals.  Unlike D or C types, they are convinced more by stories and testimonials. They agree with others often, so exercise caution when relying on their word.

Topics They Care About

Richard has no verified topics they care about

Media Appearances

Richard has no verified media appearances

Work History

12-2011
Director of Executive Compensation at Towers Watson
2-2006 - 11-2011
Senior Vice president, Principal, National Executive Compensation and Governance Practice Leader at Sibson Consulting
11-2004 - 12-2007
Director at KPMG
1-1997 - 11-2003
Senior Consultant, Executive Compensation Practice Leader at The Hay Group
4-1992 - 12-1998
Principal at Mercer Human Resource Consulting

Education

1972 - 1976
Business College from University of Arizona

More Information

Social Presence :

Prographics :

Exp : 33 Location : Phoenix, Arizona, United States Job Level : Senior Designation : Director of Executive Compensation at Towers Watson
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Insights For Selling To Richard

During A Call Or A Meeting

DO's

  • Give them the opportunity to lead the conversation where possible
  • Ask them how their day is going or exchange some other pleasantries
  • Invite them for a lunch or a drink/coffee

DONT's

  • Don’t be excessively objective, be like a storyteller with them
  • Don’t push them for a direct ‘no’, take lack of ‘yes’ as ‘no’ after some time
  • Avoid overloading them with too much information

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Richard is

  • Relationships and rapport matter to them, but so does the value of the product.
  • Will you ever get a clear answer from Richard

  • They probably won't say no directly.


Insights For Deal Planning

    How fast (or slow) will Richard move?

  • They are not the ones to make fast decisions, even while they stay committed.
  • Can Richard take some risk or not?

  • If it seems really necessary, they can take small risks.

You And Richard

Personality Compatibility


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