Tonja Potter

Examiner
DISC Type : sc

Director at Cap Ex Advisory Group

Ellicott City, Maryland, United States

Overview

Tonja has no verified overview

Personality Overview

Unexpressive

Tough To Convince

Overcautious

They are heavily focused on quality and prefer doing things the right way, even if it takes time.  They tend to have clarity about their needs and constraints, and are unlikely to over-promise. The only way to convince them is by showing them examples and ample proof.

Topics They Care About

Tonja has no verified topics they care about

Media Appearances

Tonja has no verified media appearances

Work History

11-2025
Director at Cap Ex Advisory Group
4-2023 - 11-2025
Principal at Cap Ex Advisory Group
5-2017 - 4-2023
Senior Director of Design and Construction at The Howard Hughes Corporation
6-2012 - 4-2017
Owner's Representative/Project Manager at Garver Development Group
9-2008 - 10-2011
Project Manager at McDonough Bolyard Peck

Education

9-1984 - 5-1988
Bachelor's from Miami University
1992 - 1994
Certificate from Drexel University

More Information

Social Presence :

Prographics :

Exp : 16 Location : Ellicott City, Maryland, United States Job Level : Mid-senior Designation : Director at Cap Ex Advisory Group
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Insights For Selling To Tonja

During A Call Or A Meeting

DO's

  • Ask them which other stakeholders would be important for this purchase decision
  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Expect them to be vague in response to your questions, ask firmly and pointedly

DONT's

  • Don't rely on relationship building even if they act pleasantly
  • Don't be very accepting if that is your natural style, stay firm
  • Don't use phrases like 'do not worry', 'i promise' etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tonja is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Tonja

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Tonja move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can Tonja take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Tonja

Personality Compatibility


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