Dr. J. M. Sanchez

Examiner
DISC Type : cs

Managing Director Phd at Aena

Irún, Basque Country, Spain

Overview

Dr. has no verified overview

Personality Overview

Late Adopter

Status Quo Seeker

Tough To Convince

They do not like taking risks at all and go for proven options in the end.  They are always well-planned and adopt a systematic approach. They tend to have clarity about their needs and constraints, and are unlikely to over-promise.

Topics They Care About

Dr. has no verified topics they care about

Media Appearances

Dr. has no verified media appearances

Work History

1-2012
Managing Director Phd at Aena
2003 - 2018
Profesor Asociado Universidad del País Vasco at Aena
2002 - 2007
Operations and Technical Manager at Aena
2002 - 2007
Engineer at Aena

Education

2016 - 2017
Grado en Gestión Aeronautica from Universidad Autónoma de Madrid
2011 - 2012
PDD Programa Desarrollo Directivo from IESE Business School

More Information

Social Presence :

Prographics :

Exp : 24 Location : Irún, Basque Country, Spain Job Level : Mid-senior Designation : Managing Director Phd at Aena
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Insights For Selling To Dr. J. M.

During A Call Or A Meeting

DO's

  • Be firm in your communication and stay in control
  • Expect them to be slow and cautious, encourage them to ask more questions
  • First of all, focus on building their confidence by sharing examples, case studies etc.

DONT's

  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Don't push them too hard to make fast decisions, give them time
  • Don't be very accepting if that is your natural style, stay firm

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Dr. J. M. is

  • For them, low risk and acceptance by others are very important, followed by proof of ROI.
  • Will you ever get a clear answer from Dr. J. M.

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Dr. J. M. move?

  • They do not like to take decisions in a hurry, so they could be slow in making their mind up.
  • Can Dr. J. M. take some risk or not?

  • They are low on risk-appetite and prefer to make informed decisions.

You And Dr. J. M.

Personality Compatibility


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