Gaston Cabanilla PE

Questioner
DISC Type : c

Water Resources Engineer Manager at Leonard Jackson Associates

Fairfax County, Virginia, United States

Overview

Gaston has no verified overview

Personality Overview

Not Easily Convinced

Price-Sensitive

Cautious & Analytical

They are more likely than others to negotiate on pricing and terms.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Gaston has no verified topics they care about

Media Appearances

Gaston has no verified media appearances

Work History

10-2020
Water Resources Engineer Manager at Leonard Jackson Associates
8-2018 - 10-2020
Operations Team Member at Cabanilla & Gonzalez
6-2017
President and CEO at Cabanilla and Associates LLC
4-2006 - 6-2017
Principal at CDM Smith
4-2004 - 5-2006
Senior Engineer at Michael Baker Corporation

Education

1979 - 1983
BS Civil Engineering from Universidad Central de Venezuela
1979 - 1983
BS from Universidad Central de Venezuela

More Information

Social Presence :

Prographics :

Exp : 29 Location : Fairfax County, Virginia, United States Job Level : Mid-senior Designation : Water Resources Engineer Manager at Leonard Jackson Associates
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Insights For Selling To Gaston

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • 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 Gaston 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 Gaston

  • 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 Gaston move?

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

  • Can Gaston take some risk or not?

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


You And Gaston

Personality Compatibility


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