Tim Durham

Questioner
DISC Type : c

Senior District Manager at EXFO America, Inc

Greater Chicago Area, United States

Overview

Tim has no verified overview

Personality Overview

Systematic

Price-Sensitive

Not Easily Convinced

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They prefer to analyze every situation thoroughly.


Topics They Care About

Tim has no verified topics they care about

Media Appearances

Tim has no verified media appearances

Work History

3-2008
Senior District Manager at EXFO America, Inc
10-1999
Regional Sales Manager at EXFO America, Inc
10-1998 - 10-1999
Sales Engineer at Molex
Sales Engineer at Fiber Soutions Inc.

Education

1984 - 1989
Bachelor of Science (BS) from DePaul University

More Information

Social Presence :

Prographics :

Exp : 27 Location : Greater Chicago Area, United States Job Level : Middle Designation : Senior District Manager at EXFO America, Inc
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Insights For Selling To Tim

During A Call Or A Meeting

DO's

  • Share as much information as possible regarding your product
  • Emphasise more on facts and measurable benefits
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Avoid rushing them, be polite and patient
  • 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 Tim 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 Tim

  • 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 Tim move?

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

  • Can Tim take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Tim

Personality Compatibility


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