Richard Tunstall

Enigma
DISC Type : idc

Director at TBC

London Area, United Kingdom

Overview

Richard has no verified overview

Personality Overview

Fast Follower

Hard To Convince

Challenger

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

Topics They Care About

Richard has no verified topics they care about

Media Appearances

Richard has no verified media appearances

Work History

11-2025
Director at TBC
4-2025 - 11-2025
Director at Drees & Sommer
10-2022 - 4-2025
Global End Market Lead for Chems & Pharmaceutical Sector at AECOM
11-2020 - 10-2022
Operational Unit Leader Northern England, Midlands and Eastern England at AECOM
9-2020 - 4-2025
Director at AECOM

Education

B.A.Hons from .

More Information

Social Presence :

Prographics :

Exp : 12 Location : London Area, United Kingdom Job Level : Mid-senior Designation : Director at TBC
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Insights For Selling To Richard

During A Call Or A Meeting

DO's

  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."
  • Build rapport slwly without rushing, it will come handy to handle hard questions later
  • Be prepared for a mix of questions and inquisitiveness, answer them in the tone in which they have been asked

DONT's

  • Don’t rely excessively on your relationship with them to win the deal even if you come to form one
  • Don’t brush off any concerns, take all questions seriously. They are easily deterred
  • Don’t try to rush them into a decision, provide all necessary information first

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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