Dean Fisher

Questioner
DISC Type : c

Vice President, Global Customer Strategy, BD & OEM Relationships at CAE

Baie-d’Urfé, Quebec, Canada

Overview

Dean has no verified overview

Personality Overview

Cautious & Analytical

Value Seeker

Not Easily Convinced

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  It is quite likely of them to ask for pricing or other concessions. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Dean has no verified topics they care about

Media Appearances

Dean has no verified media appearances

Work History

2-2024
Vice President, Global Customer Strategy, BD & OEM Relationships at CAE
6-2015 - 2-2024
Vice President, Global Commercial Aviation & Business Development at CAE
10-2012 - 5-2015
Vice President & General Manager at CAE
3-2009 - 9-2012
Vice President, Global Sales & Business Development at CAE
10-2007 - 3-2009
Director, Sales at CAE

Education

2016 - 2016
Ivey Executive Program from Ivey Business School at Western University
1989 - 1993
Bachelor's from Concordia University

More Information

Social Presence :

Prographics :

Exp : 30 Location : Baie-d’Urfé, Quebec, Canada Job Level : Senior Designation : Vice President, Global Customer Strategy, BD & OEM Relationships at CAE
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Insights For Selling To Dean

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Back up any claims with data and numbers
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • 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 Dean 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 Dean

  • 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 Dean move?

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

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Dean

Personality Compatibility


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