FERNANDO ARANA RALLO

Questioner
DISC Type : c

Territory Manager at Align Technology

Greater Valencia Metropolitan Area, Spain

Overview

FERNANDO has no verified overview

Personality Overview

Not Easily Convinced

Price-Sensitive

Cautious & Analytical

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They prefer to do thorough analysis of any situation. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

FERNANDO has no verified topics they care about

Media Appearances

FERNANDO has no verified media appearances

Work History

1-2002
Territory Manager at Align Technology
1-2001 - 12-2001
Territory Manager at Biotecnia Sanitaria
1-2000 - 1-2001
Dental Lab Manager at Clinicas Totaldent
1-1988 - 1-2000
Dental Technician - Ceramic Department at Protesis Valencia
1-1987 - 1-1988
Dental Technician- Ceramic Department at RAMON PONCE CARRASCO DENTAL LAB

Education

1969 - 1982
Bachelor's degree from SANTO TOMAS DE AQUINO
Education details unavailable from Santo Tomas de Aquino

More Information

Social Presence :

Prographics :

Exp : 39 Location : Greater Valencia Metropolitan Area, Spain Job Level : Middle Designation : Territory Manager at Align Technology
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Insights For Selling To FERNANDO

During A Call Or A Meeting

DO's

  • Share as much information as possible regarding your product
  • Tell them that you will come back if you don’t have a good answer for a question
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t try to be too friendly or informal with them
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with FERNANDO is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from FERNANDO

  • 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 FERNANDO move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can FERNANDO take some risk or not?

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


You And FERNANDO

Personality Compatibility


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