CK Paulson

Questioner
DISC Type : c

Director, Global Procurement at Industrial Scientific

Pittsburgh, Pennsylvania, United States

Overview

CK has no verified overview

Personality Overview

Not Easily Convinced

Value Seeker

Price-Sensitive

It is quite likely of them to ask for pricing or other concessions.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. They prefer to fully evaluate every situation.

Topics They Care About

CK has no verified topics they care about

Media Appearances

CK has no verified media appearances

Work History

8-2020
Director, Global Procurement at Industrial Scientific
4-2017 - 8-2020
Director, Procurement Engineering (Patient Interface / Design-for-Excellence) at Philips
6-2011 - 4-2017
Sr. Manager, Processes & Systems at Philips
3-2008 - 6-2011
Project Manager at Philips
4-2006 - 3-2008
Software Implementation Manager (Cloud/SaaS) at SAP Ariba

Education

MBA from University of Pittsburgh Joseph M. Katz Graduate School of Business
B.S. from Virginia Tech

More Information

Social Presence :

Prographics :

Exp : 28 Location : Pittsburgh, Pennsylvania, United States Job Level : Mid-senior Designation : Director, Global Procurement at Industrial Scientific
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Insights For Selling To CK

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Share as much information as possible regarding your product
  • Back up any claims with data and numbers

DONT's

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

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with CK 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 CK

  • 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 CK move?

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

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

You And CK

Personality Compatibility


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