Tom C.

Questioner
DISC Type : c

Principal Consultant at Stratascale – An SHI Company

Decatur, Georgia, United States

Overview

Tom has no verified overview

Personality Overview

Systematic

Price-Sensitive

Cautious & Analytical

They prefer to fully evaluate every situation.  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.

Topics They Care About

Tom has no verified topics they care about

Media Appearances

Tom has no verified media appearances

Work History

2021
Principal Consultant at Stratascale – An SHI Company
2007 - 2020
Information Security Director at Federal Reserve Bank of Atlanta
1999 - 2007
Information Security Engineer at EarthLink inc.

Education

Tom has no verified education history

More Information

Social Presence :

Prographics :

Exp : 27 Location : Decatur, Georgia, United States Job Level : Senior Designation : Principal Consultant at Stratascale – An SHI Company
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Insights For Selling To Tom

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Emphasise more on facts and measurable benefits

DONT's

  • Avoid rushing them, be polite and patient
  • Don’t try to be too friendly or informal with them
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tom 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 Tom

  • 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 Tom move?

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

  • Can Tom take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Tom

Personality Compatibility


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