Tommy Hughes

Questioner
DISC Type : c

Senior Information Technology Manager at CarMax

Powhatan, Virginia, United States

Overview

Tommy has no verified overview

Personality Overview

Value Seeker

Cautious & Analytical

Systematic

They are more likely than others to negotiate on pricing and terms.  They prefer to fully evaluate every situation. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Tommy has no verified topics they care about

Media Appearances

Tommy has no verified media appearances

Work History

5-2016
Senior Information Technology Manager at CarMax
3-2014 - 5-2016
Senior Information Technology Project Manager at CarMax
11-2011 - 5-2016
IT Project Manager at CarMax
8-1987
Professional Musician at Self-employed
2-2011 - 11-2011
Director Technology Process Optimization at Bell Partners Inc

Education

Tommy has no verified education history

More Information

Social Presence :

Prographics :

Exp : 38 Location : Powhatan, Virginia, United States Job Level : Middle Designation : Senior Information Technology Manager at CarMax
URL has been copied!

Insights For Selling To Tommy

During A Call Or A Meeting

DO's

  • Tell them that you will come back if you don’t have a good answer for a question
  • Back up any claims with data and numbers
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t overhype the product/pitch, keep it measured
  • Avoid rushing them, be polite and patient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tommy 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 Tommy

  • 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 Tommy move?

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

  • Can Tommy take some risk or not?

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

You And Tommy

Personality Compatibility


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