Thomas Lord

Enthusiast
DISC Type : i

VP, CIO at UGI Utilities, Inc.

Reading, Pennsylvania, United States

Overview

Thomas has no verified overview

Personality Overview

Amiable & Agreeable

Optimistic

Story Driven

They are generally friendly, so be careful when relying on their word.  Unlike D or C types, they are convinced more by stories and testimonials. They prefer to build relationships rather than staying totally transactional.

Topics They Care About

Thomas has no verified topics they care about

Media Appearances

Thomas has no verified media appearances

Work History

2-2015
VP, CIO at UGI Utilities, Inc.
3-2008 - 2-2015
Director, Enterprise Architecture & Information Systems at TECO Energy
12-2003 - 10-2007
VP, CIO at Special Data Processing
Director, CRM IT at Lucent Technologies
Technical Director at DMR/Trecom

Education

1982 - 1985
BSc. from Queen Mary University of London
1972 - 1979
Education details unavailable from St. Georges College

More Information

Social Presence :

Prographics :

Exp : 21 Location : Reading, Pennsylvania, United States Job Level : Leadership Designation : VP, CIO at UGI Utilities, Inc.
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Insights For Selling To Thomas

During A Call Or A Meeting

DO's

  • Speak from experience about success that the product has seen with other customers
  • Ask them how their day is going or exchange some other pleasantries
  • Maintain high, positive energy and convey confidence

DONT's

  • Don’t be too formal with them, they trust informality more
  • Don’t push them for a direct ‘no’, take lack of ‘yes’ as ‘no’ after some time
  • Don’t ask too many questions in one go, weave them into the flow

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Thomas is

  • Relationship and rapport are valuable for them, but so is proven product value.
  • Will you ever get a clear answer from Thomas

  • They will hardly ever say a direct no.

Insights For Deal Planning

    How fast (or slow) will Thomas move?

  • Even when they are constantly engaged, they do not reach decisions quickly.
  • Can Thomas take some risk or not?

  • They can take some low-probability risks if needed.

You And Thomas

Personality Compatibility


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