Will Mowatt

Questioner
DISC Type : c

Area Sales Director at Workiva

Dallas-Fort Worth Metroplex, United States

Overview

Will has no verified overview

Personality Overview

Price-Sensitive

Not Easily Convinced

Value Seeker

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 are more likely than others to negotiate on pricing and terms.

Topics They Care About

Will has no verified topics they care about

Media Appearances

Will has no verified media appearances

Work History

7-2022
Area Sales Director at Workiva
1-2018 - 7-2022
Corporate Regional Sales Director at Workiva
9-2017 - 12-2017
Mid-Market Account Manager at Workiva
6-2017 - 9-2017
N. Texas Regional Account Director: Commercial MRO at Ferguson Enterprises
2-2015 - 5-2017
Account Manager: Commercial MRO at Ferguson Enterprises

Education

2008 - 2013
Bachelor of Science from Auburn University

More Information

Social Presence :

Prographics :

Exp : 11 Location : Dallas-Fort Worth Metroplex, United States Job Level : Mid-senior Designation : Area Sales Director at Workiva
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Insights For Selling To Will

During A Call Or A Meeting

DO's

  • Share as much information as possible regarding your product
  • If you have a lower priced product compared to the competition, call out the same
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Don’t try to be too friendly or informal with them
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Will 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 Will

  • 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 Will move?

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

  • Can Will take some risk or not?

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

You And Will

Personality Compatibility


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