Roy Cooley

Enigma
DISC Type : idc

Owner at RCE Systems

Olde West Chester, Ohio, United States

Overview

Roy has no verified overview

Personality Overview

Persuasive & Assertive

Fast Follower

Challenger

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

Roy has no verified topics they care about

Media Appearances

Roy has no verified media appearances

Work History

3-2008
Owner at RCE Systems
VP Engineering at Embedded Data Systems
7-2005 - 12-2006
Software Engineering Manager at RS Solutions
6-2001 - 7-2005
Senior Software Engineer at Point Six Wireless

Education

Electrical Engineering from University of Louisville

More Information

Social Presence :

Prographics :

Exp : 23 Location : Olde West Chester, Ohio, United States Job Level : Senior Designation : Owner at RCE Systems
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Insights For Selling To Roy

During A Call Or A Meeting

DO's

  • Use a combination of data as well as stories for your pitch, a ppt might not be necessary
  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."
  • Be prepared for a mix of questions and inquisitiveness, answer them in the tone in which they have been asked

DONT's

  • Avoid making offhand commitments, understand the root of their concerns first
  • Avoid long presentations and just 'high-level' value proposition, dive into the details
  • 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 Roy is

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

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

Insights For Deal Planning

    How fast (or slow) will Roy move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Roy 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 Roy

Personality Compatibility


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