Lorenzo Reffreger

Evaluator
DISC Type : SCD

Vice President Transit OE Sales & Business Development North America at Wabtec Corporation

Washington DC-Baltimore Area, United States

Overview

Lorenzo has no verified overview

Personality Overview

Hard To Convince

Quality Focused

Fast But Analytical

They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical  They focus on the results, but can still be quite procedural and analytical about how to get there They are not very likely to become strong advocates of your product or service

Topics They Care About

Lorenzo has no verified topics they care about

Media Appearances

Lorenzo has no verified media appearances

Work History

3-2021
Vice President Transit OE Sales & Business Development North America at Wabtec Corporation
4-2019 - 3-2021
Group Sales & Marketing, Brakes & Safety Division at Wabtec Corporation
6-2015 - 4-2019
Vice President, Business Development - Latam / Head of International Airports Ecosystem at Bombardier Transportation
4-2014 - 9-2014
Managing Director Brazil (Acting) at Bombardier Transportation
3-2013 - 6-2015
Head of Sales, Systems, Americas at Bombardier Transportation

Education

1991 - 1994
Law from Universidad Anáhuac

More Information

Social Presence :

Prographics :

Exp : 22 Location : Washington DC-Baltimore Area, United States Job Level : Senior Designation : Vice President Transit OE Sales & Business Development North America at Wabtec Corporation
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Insights For Selling To Lorenzo

During A Call Or A Meeting

DO's

  • Keep a professional, business-like approach; especially if you tend to get informal quickly
  • Help them see both - the ‘big picture’ impact and the ROI of the investment
  • Be prepared for comments or questions that are critical of your product or your claims

DONT's

  • Don’t focus on relationship, focus purely on the merit of your product
  • Don’t nudge them to do something by using the logic that others have done the same
  • Avoid self-deprecating references or general informality, it could decrease their trust in you

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Lorenzo is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Lorenzo

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Lorenzo move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Lorenzo take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Lorenzo

Personality Compatibility


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