Terry H.

Critic
DISC Type : C

Sales Director at iPower Technologies

Miami-Fort Lauderdale Area, United States

Overview

Terry has no verified overview

Personality Overview

Negotiator

Critic

Information Seeker

They don’t appreciate bells and whistles unless backed by data.  They prefer to analyze logically and value objective facts over emotions. They are quite likely to negotiate on pricing or other key terms.

Topics They Care About

Terry has no verified topics they care about

Media Appearances

Terry has no verified media appearances

Work History

3-2021
Sales Director at iPower Technologies
5-2017 - 9-2020
Field Account Executive at CDW•G
Data Center Sales Specialist at Dell Technologies
Account Executive at Dell Technologies
10-1995 - 12-2004
Account Executive at Sun Microsystems

Education

Bachelor of Business Administration from The University of Toledo

More Information

Social Presence :

Prographics :

Exp : 17 Location : Miami-Fort Lauderdale Area, United States Job Level : Mid-senior Designation : Sales Director at iPower Technologies
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Insights For Selling To Terry

During A Call Or A Meeting

DO's

  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • Don’t forget to mention how you compare to competition on both features and pricing
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.

DONT's

  • Don't give superficial answers, they are easily rattled by them
  • Don’t try too hard to build a relationship with them
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Terry is

  • Proof of ROI, low pricing and objective proof points are the important factors for them.
  • Will you ever get a clear answer from Terry

  • They do not mind saying no if they believe that it is the right decision.

Insights For Deal Planning

    How fast (or slow) will Terry move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Terry take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Terry

Personality Compatibility


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