Joseph Varghese

Questioner
DISC Type : c

Associate Director at KPMG US

New York City Metropolitan Area, United States

Overview

Joseph has no verified overview

Personality Overview

Not Easily Convinced

Cautious & Analytical

Price-Sensitive

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

Topics They Care About

Joseph has no verified topics they care about

Media Appearances

Joseph has no verified media appearances

Work History

7-2019
Associate Director at KPMG US
11-2016 - 7-2019
Director, Procurement Systems & Operations at NYC Health + Hospitals
2-2015 - 7-2016
Manager, Strategic Procurement at HBO
5-2012 - 2-2015
Manager, Strategic Initiatives at Pfizer
11-2007 - 5-2012
Business Analyst (Global Procurement) at Pfizer

Education

1998 - 2002
BS from Penn State University

More Information

Social Presence :

Prographics :

Exp : 23 Location : New York City Metropolitan Area, United States Job Level : Mid-senior Designation : Associate Director at KPMG US
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Insights For Selling To Joseph

During A Call Or A Meeting

DO's

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

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 try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Joseph 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 Joseph

  • 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 Joseph move?

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

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


You And Joseph

Personality Compatibility


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