Javier Segovia

Questioner
DISC Type : c

Vice President - Sales and Services, UK&Europe at Lutron Electronics

United Kingdom

Overview

Javier has no verified overview

Personality Overview

Price-Sensitive

Not Easily Convinced

Value Seeker

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  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.

Topics They Care About

Javier has no verified topics they care about

Media Appearances

Javier has no verified media appearances

Work History

7-2024
Vice President - Sales and Services, UK&Europe at Lutron Electronics
1-2022 - 9-2024
Senior Sales Director EMEA at Lutron Electronics
8-2019 - 12-2021
Senior Sales Director. Global Hospitality at Lutron Electronics
7-2000 - 1-2002
Business Manager at cubicplanet
7-1998 - 6-2000
Contracts Department Manager at Thrislington

Education

2006 - 2006
Sales Management Training from IESE Business School
1996 - 1997
International Business Master from Universidad Complutense de Madrid

More Information

Social Presence :

Prographics :

Exp : 10 Location : United Kingdom Job Level : Senior Designation : Vice President - Sales and Services, UK&Europe at Lutron Electronics
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Insights For Selling To Javier

During A Call Or A Meeting

DO's

  • Share as much information as possible regarding your product
  • If you have a lower priced product compared to the competition, call out the same
  • Back up any claims with data and numbers

DONT's

  • Don’t try to be too friendly or informal with them
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • 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 Javier 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 Javier

  • 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 Javier move?

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

  • Can Javier take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Javier

Personality Compatibility


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