Tony Phekoo

Researcher
DISC Type : Cs

V.P. Engineering at Aero Nav Laboratories, Inc.

New York, New York, United States

Overview

Tony has no verified overview

Personality Overview

Process Focused

Perfectionist

Cost Conscious

The only way to convince them is by showing them examples and ample proof.  They do not like taking risks at all and go for proven options in the end. They tend to have clarity about their needs and constraints, and are unlikely to over-promise.

Topics They Care About

Tony has no verified topics they care about

Media Appearances

Tony has no verified media appearances

Work History

2-1987
V.P. Engineering at Aero Nav Laboratories, Inc.

Education

1984 - 1987
BEM from The City College of New York
1982 - 1984
AAS from The City University of New York

More Information

Social Presence :

Prographics :

Exp : 39 Location : New York, New York, United States Job Level : Senior Designation : V.P. Engineering at Aero Nav Laboratories, Inc.
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Insights For Selling To Tony

During A Call Or A Meeting

DO's

  • When following up with them, expect slowness; use questions to engage them, preferably over email.
  • Actively address their concerns around change, risk, and acceptance by users
  • Share whitepapers or case studies that showcase measurable results instead of just telling customer stories

DONT's

  • Avoid emotional and informal language, stay objective and to the point instead
  • Don’t overhype the product/pitch, keep it measured
  • Avoid winging it with them particularly, answer a question only if you know the answer well

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tony is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Tony

  • 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 Tony move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Tony take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Tony

Personality Compatibility


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