Tom Gaber

Enthusiast
DISC Type : i

Systems Engineer at Steak n Shake

Fishers, Indiana, United States

Overview

Tom has no verified overview

Personality Overview

Optimistic

Amiable & Agreeable

Non-Confrontational

They agree with others often, so exercise caution when relying on their word.  Unlike D or C types, they are convinced more by stories and testimonials. They are more about building relationships than just cutting deals.

Topics They Care About

Tom has no verified topics they care about

Media Appearances

Tom has no verified media appearances

Work History

10-2017
Systems Engineer at Steak n Shake
1-2013 - 6-2017
Information Technology Manager at banc-serv PARTNERS, LLC
10-2002 - 12-2012
Manager of Managed Network Services at Fusion Alliance
Senior Consultant at Whittman-Hart/marchFIRST
4-1996 - 11-2000
Senior Consultant at Xerox Connect

Education

1989 - 1991
MA from Ball State University
1984 - 1988
BA from University of Illinois Chicago

More Information

Social Presence :

Prographics :

Exp : 27 Location : Fishers, Indiana, United States Job Level : Mid-senior Designation : Systems Engineer at Steak n Shake
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Insights For Selling To Tom

During A Call Or A Meeting

DO's

  • Compliment them about their personality if you get a chance
  • 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

DONT's

  • Don't be critical or challenge them openly, they can react defensively
  • 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

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tom is

  • Relationships and rapport matter to them, but so does the value of the product.
  • Will you ever get a clear answer from Tom

  • They probably won't say no directly.


Insights For Deal Planning

    How fast (or slow) will Tom move?

  • They are not the ones to make fast decisions, even while they stay committed.
  • Can Tom take some risk or not?

  • If it seems really necessary, they can take small risks.

You And Tom

Personality Compatibility


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