Andrea Ferriani

Examiner
DISC Type : cs

Proprietario at EDITORIALE DELFINO SRL

Milan, Lombardy, Italy

Overview

Andrea Ferriani is the owner of Editoriale Delfino, a family-run publishing house founded by his father. He has led the company since 1993, upholding its legacy in technical-scientific publishing while expanding its catalog into new areas like music and contemporary non-fiction.

He is dedicated to preserving his familys legacy, steering a historic publishing house through the evolution of the modern media landscape. His work involves publishing books on diverse subjects, from electronics and science to the cultural impact of Italian singer-songwriters.

Unique fact: He runs a publishing house that originated from his engineer fathers passion for disseminating technical knowledge in post-war Italy.

Personality Overview

Unexpressive

Overcautious

Process Oriented

They are heavily focused on quality and prefer doing things the right way, even if it takes time.  The only way to convince them is by showing them examples and ample proof. Being observant comes to them naturally.

Topics They Care About

Technical Publishing
He runs Editoriale Delfino, a publishing house specializing in technical and scientific books on topics ranging from electronics to astronomy since 1972.
Family Business Legacy
He took over the publishing house from his father, Marcello Ferriani, and is focused on evolving its historic mission in the modern era.
Italian Music Culture
His company has recently expanded its catalog to include books on major cultural figures, such as a volume on iconic singer-songwriter Fabrizio De André.

Media Appearances

Andrea has no verified media appearances

Work History

2003
Proprietario at EDITORIALE DELFINO SRL
2000 - 2002
Venditore at UTET PERIODICI
1989 - 1999
Venditore at EDITORIALE DELFINO SAS
1987 - 1988
Lavoratore autonomo at ATAM TRASPORTI
1982 - 1987
Logistica at Digital Equipment Spa

Education

Andrea has no verified education history

More Information

Social Presence :

Prographics :

Exp : 43 Location : Milan, Lombardy, Italy Job Level : N/A Designation : Proprietario at EDITORIALE DELFINO SRL
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Insights For Selling To Andrea

During A Call Or A Meeting

DO's

  • Ask them which other stakeholders would be important for this purchase decision
  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them

DONT's

  • Don't rely on relationship building even if they act pleasantly
  • Avoid getting into storytelling mode, especially when they ask specific questions
  • 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 Andrea is

  • Adoption by others is very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Andrea

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Andrea move?

  • They don't like to hasten, so their speed of decision-making may be slow.
  • Can Andrea take some risk or not?

  • They have little willingness to take risks, and prefer making calculated decisions.

You And Andrea

Personality Compatibility


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