Tom Smiles

Enthusiast
DISC Type : i

Sr. VP at Epstein Architecture, Engineering and Construction

Clarendon Hills, Illinois, United States

Overview

Tom has no verified overview

Personality Overview

Amiable & Agreeable

Optimistic

Story Driven

They are generally friendly, so be careful when relying on their word.  Unlike D or C types, they are convinced more by stories and testimonials. They prefer to build relationships rather than staying totally transactional.

Topics They Care About

Tom has no verified topics they care about

Media Appearances

Tom has no verified media appearances

Work History

6-1989
Sr. VP at Epstein Architecture, Engineering and Construction
11-1986 - 6-1989
Project Civil Engineer at McDonough Associates
8-1985 - 11-1986
Civil Field Engineer at Lester B. Knight & Assoc.

Education

1983 - 1989
Master of Business Administration (MBA) from DePaul University
1978 - 1982
Education details unavailable from University of Illinois Urbana-Champaign

More Information

Social Presence :

Prographics :

Exp : 40 Location : Clarendon Hills, Illinois, United States Job Level : Leadership Designation : Sr. VP at Epstein Architecture, Engineering and Construction
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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
  • Refer to interesting customer testimonials and stress on great customer experience
  • Maintain high, positive energy and convey confidence

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 ask too many questions in one go, weave them into the flow

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tom is

  • Relationship and rapport are valuable for them, but so is proven product value.
  • Will you ever get a clear answer from Tom

  • They will hardly ever say a direct no.

Insights For Deal Planning

    How fast (or slow) will Tom move?

  • Even when they are constantly engaged, they do not reach decisions quickly.
  • Can Tom take some risk or not?

  • They can take some low-probability risks if needed.

You And Tom

Personality Compatibility


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