Tom Khoury

Commander
DISC Type : D

Ancillary Sales Executive at Indigo Insurance at Blue Cross Blue Shield of Massachusetts

Boston, Massachusetts, United States

Overview

Tom has no verified overview

Personality Overview

Risk-Taker

Impact-Driven

Strong-Willed

They are very proud of what they do.  More than the product, they care about the effectiveness of the product. They like to be in a position where they can control the conversation and terms.

Topics They Care About

Tom has no verified topics they care about

Media Appearances

Tom has no verified media appearances

Work History

9-2011
Ancillary Sales Executive at Indigo Insurance at Blue Cross Blue Shield of Massachusetts
1-2007 - 9-2011
Benefit Advisor at Guardian Life
6-1998 - 1-2007
Senior Sales Support Analyst at Private Healthcare Systems
9-1996 - 6-1998
Dedicated Service Manager at Oxford Health Plans

Education

1991 - 1995
BS from Quinnipiac University

More Information

Social Presence :

Prographics :

Exp : 29 Location : Boston, Massachusetts, United States Job Level : N/A Designation : Ancillary Sales Executive at Indigo Insurance at Blue Cross Blue Shield of Massachusetts
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Insights For Selling To Tom

During A Call Or A Meeting

DO's

  • Hold your ground without indulging in one-upmanship
  • Refer to testimonials from well-known industry leaders
  • Help them weigh the risks by sharing objective proof points without becoming too analytical

DONT's

  • Don't try too hard to forge relationships with them
  • Avoid being a storyteller and don’t try to oversell
  • Do not spend too much time focusing on product tech or features

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tom is

  • Confidence in impact is paramount to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Tom

  • If they are not convinced, they will have no hesitation in telling you the same.

Insights For Deal Planning

    How fast (or slow) will Tom move?

  • They can take decisions very fast if you manage to convince them.
  • Can Tom take some risk or not?

  • The risks don’t matter much to them.

You And Tom

Personality Compatibility


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