Ian Kuah

Questioner
DISC Type : c

Managing Director at Orpheus Villas

Spain

Overview

Ian has no verified overview

Personality Overview

Not Easily Convinced

Cautious & Analytical

Value Seeker

It is quite likely of them to ask for pricing or other concessions.  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

Ian has no verified topics they care about

Media Appearances

Ian has no verified media appearances

Work History

9-2020
Managing Director at Orpheus Villas
8-2001 - 1-2025
European Editor at Mercedes Enthusiast
1996
European Editor at Excellence - The magazine about Porsche
1985
Managing Director at Ian Kuah Chartered Designers

Education

Associate's degree from Audio Engineering Society
Member from Chartered Society of Designers

More Information

Social Presence :

Prographics :

Exp : 41 Location : Spain Job Level : Mid-senior Designation : Managing Director at Orpheus Villas
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Insights For Selling To Ian

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Back up any claims with data and numbers
  • 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 overhype the product/pitch, keep it measured
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ian 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 Ian

  • 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 Ian move?

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

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


You And Ian

Personality Compatibility


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