Ernie Malaspina

Energizer
DISC Type : I

Partner at Lathrop GPM LLP

San Jose, California, United States

Overview

Ernie has no verified overview

Personality Overview

Believer

Full Of Energy

Informal

They are not always early adopters but can be pursuaded by leveraging strong relationships.  They are friendly, approachable and love to make new connections. Unlike C or D types, they are vocal with their opinions but not so much with their questions.

Topics They Care About

Ernie has no verified topics they care about

Media Appearances

Ernie has no verified media appearances

Work History

Partner at Lathrop GPM LLP
Attorney at Whitmore, Johnson & Bolanos

Education

1993 - 1996
JD from Santa Clara University School of Law
1980 - 1984
BA from University of California, Davis

More Information

Social Presence :

Prographics :

Exp : N/A Location : San Jose, California, United States Job Level : N/A Designation : Partner at Lathrop GPM LLP
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Insights For Selling To Ernie

During A Call Or A Meeting

DO's

  • Share some stories about how you you have helped people in similar positions succeed
  • Speak enthusiastically with energy, maintain a clear and confident tone
  • Talk anecdotally about the customer experience that your product offers

DONT's

  • Don’t assume a yes just because they have not said no
  • Don’t be too formal, focus on building comfort and trust
  • Avoid ifs and buts, don’t talk too much about the risks etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ernie is

  • Relationship and rapport can play an important role, sometimes more than the other factors.
  • Will you ever get a clear answer from Ernie

  • They will probably never say no directly, you have to make that decision yourself.

Insights For Deal Planning

    How fast (or slow) will Ernie move?

  • They are not the quickest decision makers, their friendly attitude could be misleading.
  • Can Ernie take some risk or not?

  • They may take certain risks that they deem unlikely of personal repercussions.

You And Ernie

Personality Compatibility


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