Tom R.

Critic
DISC Type : C

Director – Business & Sales Development for MGIS at Seiler Instrument & Mfg. Co. Inc.

Palatine, Illinois, United States

Overview

Tom has no verified overview

Personality Overview

Information Seeker

Critic

ROI Driven

It is very likely that they will negotiate pricing or other important terms.  They choose to analyze logically and value facts to emotions. Unless the value is proven by data, they are unlikely to value fancy features.

Topics They Care About

Tom has no verified topics they care about

Media Appearances

Tom has no verified media appearances

Work History

6-2013
Director – Business & Sales Development for MGIS at Seiler Instrument & Mfg. Co. Inc.
12-2006 - 6-2013
Senior Mapping Sales Rep at Seiler Instrument & Mfg. Co. Inc.
Marketing & Sales at Wight Consulting Engineers

Education

2013 - 2013
Certificate from Dale Carnegie - Effective Communications & Human Relations Skills
2010 - 2011
•Dale Carnegie Sales Advantage from Dale Carnegie Sales Advantage

More Information

Social Presence :

Prographics :

Exp : 19 Location : Palatine, Illinois, United States Job Level : Mid-senior Designation : Director – Business & Sales Development for MGIS at Seiler Instrument & Mfg. Co. Inc.
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Insights For Selling To Tom

During A Call Or A Meeting

DO's

  • Be formal and objective, they will appreciate it more
  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.

DONT's

  • Don’t try too hard to build a relationship with them
  • Don’t rush them till they have clearly gotten all the necessary information
  • Don’t try to give too many examples of other users, they like to make their own decisions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tom is

  • Proven ROI, pricing and objective proof points are the factors that sway their decision.
  • Will you ever get a clear answer from Tom

  • They are comfortable saying no if they are convinced that it is the correct decision.

Insights For Deal Planning

    How fast (or slow) will Tom move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Tom take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Tom

Personality Compatibility


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