Juan Pablo Unna

Examiner
DISC Type : cs

Director at DELL Financial Services

Mexico City, Mexico

Overview

Juan has no verified overview

Personality Overview

Tough To Convince

Process Oriented

Overcautious

They tend to be clear about their needs and limitations and are unlikely to promise too much.  Being observant comes to them naturally. The only way to convince them is by showing them examples and ample proof.

Topics They Care About

Juan has no verified topics they care about

Media Appearances

Juan has no verified media appearances

Work History

2-2014
Director at DELL Financial Services
1-2011 - 1-2014
Director Technology Finance at CHG - MERIDIAN MEXICO
10-2006 - 12-2010
Director Technology Finance at GE Capital
1997 - 2006
HPFS Regional Manager at Hewlett-Packard

Education

Licentiate degree from Universidad Intercontinental

More Information

Social Presence :

Prographics :

Exp : 29 Location : Mexico City, Mexico Job Level : Mid-senior Designation : Director at DELL Financial Services
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Insights For Selling To Juan Pablo

During A Call Or A Meeting

DO's

  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • Expect them to be vague in response to your questions, ask firmly and pointedly

DONT's

  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Don't be very accepting if that is your natural style, stay firm

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Juan Pablo is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Juan Pablo

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Juan Pablo move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Juan Pablo take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Juan Pablo

Personality Compatibility


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