Terence Houk

Observer
DISC Type : ci

Associate Vice President at CannonDesign

Evanston, Illinois, United States

Overview

Terence has no verified overview

Personality Overview

Value Driven

Curious

Example Seeker

They ask a lot of questions and rely heavily on information and collaterals.  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.

Topics They Care About

Terence has no verified topics they care about

Media Appearances

Terence has no verified media appearances

Work History

12-2020
Associate Vice President at CannonDesign
2-2016 - 12-2020
Vice President at HKS, Inc.
3-2014 - 1-2016
Associate Principal at the Eckroth Planning Group, Inc.
6-2003 - 9-2013
Senior Designer at HDR
2000 - 2003
Senior Planner at OWPP VOA JV

Education

1979 - 1984
Bachelors in Architects from University of Illinois Chicago

More Information

Social Presence :

Prographics :

Exp : 36 Location : Evanston, Illinois, United States Job Level : Senior Designation : Associate Vice President at CannonDesign
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Insights For Selling To Terence

During A Call Or A Meeting

DO's

  • Focus on immediate action-items rather than the larger goals
  • Use phrases like ‘clear proof that’, ‘data shows’ etc.
  • Ask them questions to understand their needs better while staying affable

DONT's

  • Avoid making offhand commitments
  • Don’t be too objective but make sure to pad your storytelling with data points
  • Don’t brush off any concerns, take all questions seriously

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Terence is

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

  • They are practical yet friendly, don’t expect a clear no very often.

Insights For Deal Planning

    How fast (or slow) will Terence move?

  • They like to analyze well and then make their decisions.
  • Can Terence take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Terence

Personality Compatibility


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