Stephen Young

Critic
DISC Type : C

Sr. Partner at Insight Education Systems

Montclair, New Jersey, United States

Overview

Stephen has no verified overview

Personality Overview

Objective Thinker

ROI Driven

Negotiator

They prefer to do logical analysis and value evidence over emotions.  They enjoy working alone and do not rely on others very often. 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

3-2002
Sr. Partner at Insight Education Systems
6-1994 - 3-2002
Senior Vice President, Human Resources at JPMorgan Chase

Education

Bachelor of Science (BS) from Emerson College

More Information

Social Presence :

Prographics :

Exp : 31 Location : Montclair, New Jersey, United States Job Level : N/A Designation : Sr. Partner at Insight Education Systems
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Insights For Selling To Stephen

During A Call Or A Meeting

DO's

  • Tell them what ROI they can expect
  • Be ready to answer many clarity-seeking questions and requests for information
  • Leverage facts and figures wherever possible; use percentages, numbers etc.

DONT's

  • Avoid phrases like ‘trust me’, ‘others just love’ etc.
  • Make extra effort to not seem pushy or confrontational
  • 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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