Richard Tomlinson

Wildcard
DISC Type : isc

Analysis Director at CACI Ltd

London, England, United Kingdom

Overview

Richard has no verified overview

Personality Overview

Requires Proof

Curious But Skeptical

ROI Driven

They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions  They typically tend to be late adopters even when they seem friendly and excited about what you have to sell They are often friendly and nice, but can sometimes suprise you with their piercing questions

Topics They Care About

Richard has no verified topics they care about

Media Appearances

Richard has no verified media appearances

Work History

6-1997
Analysis Director at CACI Ltd
1-1995 - 6-1997
Information Manager at University of North London
9-1991 - 9-1993
Analyst at BUPA
5-1990 - 9-1991
Information Analyst at Greenwich Health Authority

Education

1986 - 1989
BSc from University of Leeds
2003 - 2006
MSc from Sheffield Hallam University
1979 - 1986
O and A levels from Canon Slade School, Bolton

More Information

Social Presence :

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Exp : 33 Location : London, England, United Kingdom Job Level : Mid-senior Designation : Analysis Director at CACI Ltd
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Insights For Selling To Richard

During A Call Or A Meeting

DO's

  • Help them understand the risk aspect fully while inspiring confidence
  • Use phrases like ‘clear proof that’, ‘data shows’ etc.
  • Ask them questions to understand their needs better while staying affable

DONT's

  • Don't ask them to move fast, let them take their time and digest all the information
  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.
  • Avoid winging it with them particularly, answer a question only if you know the answer well

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Richard is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Richard

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Richard move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Richard take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Richard

Personality Compatibility


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