Steve Gray

Examiner
DISC Type : cs

Division President at Tom James Company

Oklahoma City, Oklahoma, United States

Overview

Steve has no verified overview

Personality Overview

Tough To Convince

Overcautious

Process Oriented

They tend to have clarity about their needs and constraints, and are unlikely to over-promise.  The only way to convince them is by showing them examples and ample proof. Being observant comes to them naturally.

Topics They Care About

Steve has no verified topics they care about

Media Appearances

Steve has no verified media appearances

Work History

2-1990
Division President at Tom James Company
5-1978
Sales Leader at Tom James Company

Education

1972 - 1977
BS from Eastern Kentucky University

More Information

Social Presence :

Prographics :

Exp : 48 Location : Oklahoma City, Oklahoma, United States Job Level : Senior Designation : Division President at Tom James Company
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Insights For Selling To Steve

During A Call Or A Meeting

DO's

  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them

DONT's

  • Don't be very accepting if that is your natural style, stay firm
  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Avoid getting into storytelling mode, especially when they ask specific questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Steve is

  • For them, low risk and acceptance by others are very important, followed by proof of ROI.
  • Will you ever get a clear answer from Steve

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Steve move?

  • They do not like to take decisions in a hurry, so they could be slow in making their mind up.
  • Can Steve take some risk or not?

  • They are low on risk-appetite and prefer to make informed decisions.

You And Steve

Personality Compatibility


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