Terry Fernandez

Evaluator
DISC Type : cds

Assistant Vice President, IT Customer Service at American University

Washington, District of Columbia, United States

Overview

Terry has no verified overview

Personality Overview

Thorough Evaluator

Quality Focused

Hard To Convince

They are not very likely to become strong advocates of your product or service  They focus on the results, but can still be quite procedural and analytical about how to get there They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical

Topics They Care About

Terry has no verified topics they care about

Media Appearances

Terry has no verified media appearances

Work History

Assistant Vice President, IT Customer Service at American University
Senior Director, IT Customer Service & Support at American University
Director, Customer Services & Support at American University

Education

Bachelor of Arts (B.A.) from American University
Information Systems from American University

More Information

Social Presence :

Prographics :

Exp : N/A Location : Washington, District of Columbia, United States Job Level : Senior Designation : Assistant Vice President, IT Customer Service at American University
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Insights For Selling To Terry

During A Call Or A Meeting

DO's

  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.
  • Be prepared for comments or questions that are critical of your product or your claims
  • Showcase how you can impact results but also make sure that you share detailed information too

DONT's

  • Avoid making strong statements, instead invite them to agree with you by asking them questions
  • Don’t nudge them to do something by using the logic that others have done the same
  • Avoid inviting them for any social interactions until you have built some rapport with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Terry is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Terry

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Terry move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Terry take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Terry

Personality Compatibility


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