Rick G.

Questioner
DISC Type : c

Vice President Corporate Development at Watsco, Inc.

Miami, Florida, United States

Overview

Rick has no verified overview

Personality Overview

Not Easily Convinced

Value Seeker

Cautious & Analytical

They are more likely than others to negotiate on pricing and terms.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They prefer to analyze every situation thoroughly.


Topics They Care About

Rick has no verified topics they care about

Media Appearances

Rick has no verified media appearances

Work History

11-2017
Vice President Corporate Development at Watsco, Inc.
1-2014 - 10-2017
Senior Vice President and Managing Director at Northern Trust Corporation
1-2011 - 1-2014
Senior Vice President / Senior Banking Officer at Northern Trust Corporation
9-2007 - 5-2011
Vice President & Senior Banker at Northern Trust Corporation

Education

Master of Business Administration (MBA) from The University of Chicago Booth School of Business
AB from University of Chicago

More Information

Social Presence :

Prographics :

Exp : 18 Location : Miami, Florida, United States Job Level : Senior Designation : Vice President Corporate Development at Watsco, Inc.
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Insights For Selling To Rick

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Back up any claims with data and numbers
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Rick is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Rick

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Rick move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Rick take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Rick

Personality Compatibility


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