Tracy Carspecken

Questioner
DISC Type : c

Sales and Marketing Executive at Capital Mechanical

Sterling, Virginia, United States

Overview

Tracy has no verified overview

Personality Overview

Price-Sensitive

Systematic

Not Easily Convinced

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They prefer to fully evaluate every situation.

Topics They Care About

Tracy has no verified topics they care about

Media Appearances

Tracy has no verified media appearances

Work History

10-2008
Sales and Marketing Executive at Capital Mechanical
7-2015
Member Board of Trustees at Morven Park
3-1998 - 9-2000
Federal Account Manager at Giga Information Group
Federal Account Manager at USConnect/IKON Technology Services
7-1988 - 12-1993
Federal Account Manager at Canon USA

Education

1983 - 1987
Bachelor of Science (BS) from Radford University

More Information

Social Presence :

Prographics :

Exp : 25 Location : Sterling, Virginia, United States Job Level : N/A Designation : Sales and Marketing Executive at Capital Mechanical
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Insights For Selling To Tracy

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
  • Emphasise more on facts and measurable benefits
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Don’t try to be too friendly or informal with them
  • Avoid rushing them, be polite and patient
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tracy is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Tracy

  • 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 Tracy move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Tracy take some risk or not?

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

You And Tracy

Personality Compatibility


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