Thomas Mackay

Evaluator
DISC Type : dcs

Senior Vice President at HSBC

Merrick, New York, United States

Overview

Thomas has no verified overview

Personality Overview

Thorough Evaluator

Quality Focused

Fast But Analytical

They focus on the results, but can still be quite procedural and analytical about how to get there  They are not very likely to become strong advocates of your product or service 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

Thomas has no verified topics they care about

Media Appearances

Thomas has no verified media appearances

Work History

4-2013
Senior Vice President at HSBC
10-2009 - 3-2013
SVP at Wilmington Trust
2-2007 - 10-2009
Senior Vice President at HSBC
6-1986 - 1-2007
Vice President at JPMorgan Chase
3-2013
Senior Vice President at Wilmington Trust

Education

1999 - 2001
MBA from Columbia Business School
1980 - 1984
BA from Union College

More Information

Social Presence :

Prographics :

Exp : 39 Location : Merrick, New York, United States Job Level : Leadership Designation : Senior Vice President at HSBC
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Insights For Selling To Thomas

During A Call Or A Meeting

DO's

  • Be prepared for comments or questions that are critical of your product or your claims
  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.
  • Help them see both - the ‘big picture’ impact and the ROI of the investment

DONT's

  • Don’t nudge them to do something by using the logic that others have done the same
  • Avoid making strong statements, instead invite them to agree with you by asking them questions
  • Avoid self-deprecating references or general informality, it could decrease their trust in you

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Thomas is

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

  • 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 Thomas move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Thomas 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 Thomas

Personality Compatibility


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