Stephen Chow

Critic
DISC Type : C

Vice President Lead Architect at JPMorganChase

Plano, Texas, United States

Overview

Stephen has no verified overview

Personality Overview

Negotiator

Critic

Information Seeker

They don’t appreciate bells and whistles unless backed by data.  They prefer to do logical analysis and value evidence over emotions. They are quite likely to negotiate on pricing or other key terms.

Topics They Care About

Stephen has no verified topics they care about

Media Appearances

Stephen has no verified media appearances

Work History

11-2024
Vice President Lead Architect at JPMorganChase
6-2021 - 10-2024
Enterprise Architect at IBM
10-2017 - 6-2021
Enterprise Architect at City of Dallas
1-1992 - 10-2017
Technical Solutions Architect at IBM
12-1995 - 6-1996
Senior Consultant at American Airlines

Education

1990 - 1994
Master of Business Administration (MBA) from The University of British Columbia
1982 - 1985
Bachelor of Science (BS) from University of Houston

More Information

Social Presence :

Prographics :

Exp : 12 Location : Plano, Texas, United States Job Level : Senior Designation : Vice President Lead Architect at JPMorganChase
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Insights For Selling To Stephen

During A Call Or A Meeting

DO's

  • Don’t forget to mention how you compare to competition on both features and pricing
  • Be ready to answer many clarity-seeking questions and requests for information
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.

DONT's

  • Don’t try too hard to build a relationship with them
  • Don’t try to give too many examples of other users, they like to make their own decisions
  • Don't give superficial answers, they are easily rattled by them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Stephen is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Stephen

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will Stephen move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Stephen take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Stephen

Personality Compatibility


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