William Schwar

Enigma
DISC Type : dic

Vice President Sales Operations at YRC Freight

Sun City West, Arizona, United States

Overview

William has no verified overview

Personality Overview

Fast Follower

Friendly Yet Blunt

Hard To Convince

They are likely to ask many questions and look heavily for supporting proof as well as information.  They can sound friendly and charming but can quickly change gears to become inquisitive and probing  They are generally strong communicators and are not easy to convince.

Topics They Care About

William has no verified topics they care about

Media Appearances

William has no verified media appearances

Work History

10-2013
Vice President Sales Operations at YRC Freight
Vice-President Exhibit & Association Sales at YRC Worldwide, Inc.
6-2019 - 9-2020
Retired at YRC Worldwide, Inc.
6-2019 - 9-2020
Retired at YRC Worldwide, Inc.
1-2008 - 9-2011
Director-Exhibit Sales & Operations at YRC

Education

1973 - 1976
Bachelor of Arts (B.A.) from California State University-Fullerton
1970 - 1972
Associate of Arts (A.A.) from Long Beach City College

More Information

Social Presence :

Prographics :

Exp : 10 Location : Sun City West, Arizona, United States Job Level : Senior Designation : Vice President Sales Operations at YRC Freight
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Insights For Selling To William

During A Call Or A Meeting

DO's

  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."
  • Use phrases like ‘clear evidence’, ‘data-based results’ etc.
  • Help them realize that any personal risk in making this decision is far less compared to what the results could mean for them

DONT's

  • Avoid long presentations and just 'high-level' value proposition, dive into the details
  • Don’t rely excessively on your relationship with them to win the deal even if you come to form one
  • Don’t be too objective but make sure to pad your storytelling with data points

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with William is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from William

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will William move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can William take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And William

Personality Compatibility


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