Terry Cool

Questioner
DISC Type : c

Vice President at Garber Electrical Contractors

Dayton, Ohio, United States

Overview

Terry has no verified overview

Personality Overview

Value Seeker

Price-Sensitive

Not Easily Convinced

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  They are more likely than others to negotiate on pricing and terms. They prefer to fully evaluate every situation.

Topics They Care About

Terry has no verified topics they care about

Media Appearances

Terry has no verified media appearances

Work History

9-1984
Vice President at Garber Electrical Contractors

Education

1975 - 1979
Education details unavailable from Franklin Monroe High School

More Information

Social Presence :

Prographics :

Exp : 41 Location : Dayton, Ohio, United States Job Level : Senior Designation : Vice President at Garber Electrical Contractors
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Insights For Selling To Terry

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Share as much information as possible regarding your product
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t try to be too friendly or informal with them
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Terry is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Terry

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Terry move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Terry take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Terry

Personality Compatibility


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