Ian Praed

Enigma
DISC Type : cid

Chief Operating Officer at Pepper Money

Cardiff, Wales, United Kingdom

Overview

Ian has no verified overview

Personality Overview

Fast Follower

Hard To Convince

Challenger

They can sound friendly and charming but can quickly change gears to become inquisitive and probing  They are likely to ask many questions and look heavily for supporting proof as well as information. They are generally strong communicators and are not easy to convince.

Topics They Care About

Ian has no verified topics they care about

Media Appearances

Ian has no verified media appearances

Work History

12-2018
Chief Operating Officer at Pepper Money
2014
Chief Operating Officer at Optimum Credit
7-2006 - 7-2014
Operations Director at Nemo Personal Finance Ltd.
2005 - 2006
Head of Sales and Retention at Lloyds TSB Insurance
2001 - 2005
Head of Consumer Contact Centres at RAC Motoring Services PLC

Education

1997 - 1999
MBA from University of South Wales
1995 - 1996
CMS from University of South Wales

More Information

Social Presence :

Prographics :

Exp : 31 Location : Cardiff, Wales, United Kingdom Job Level : Leadership Designation : Chief Operating Officer at Pepper Money
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Insights For Selling To Ian

During A Call Or A Meeting

DO's

  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."
  • Be prepared for a mix of questions and inquisitiveness, answer them in the tone in which they have been asked
  • Use phrases like ‘clear evidence’, ‘data-based results’ etc.

DONT's

  • Avoid long presentations and just 'high-level' value proposition, dive into the details
  • Don’t rely excessively on your relationship with them to win the deal even if you come to form one
  • Don’t try to rush them into a decision, provide all necessary information first

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ian is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Ian

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Ian move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Ian take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Ian

Personality Compatibility


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