Luciano Papalia

Questioner
DISC Type : c

Business Development Representative (APAC) at Quantexa

Sydney, New South Wales, Australia

Overview

Luciano has no verified overview

Personality Overview

Systematic

Value Seeker

Not Easily Convinced

They are more likely than others to negotiate on pricing and terms.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They prefer to fully evaluate every situation.

Topics They Care About

Luciano has no verified topics they care about

Media Appearances

Luciano has no verified media appearances

Work History

5-2022
Business Development Representative (APAC) at Quantexa
1-2022 - 5-2022
Business Development Representative (ANZ/APJ) at Nozomi Networks
5-2021 - 1-2022
Business Development Representative (ANZ) at Nozomi Networks
9-2020 - 5-2021
Customer Service Representative at Kmart Australia Limited
3-2020 - 5-2021
Technology Specialist at Officeworks

Education

2021 - 2024
Master of Cyber Security Analysis from Macquarie University
2018 - 2020
Bachelors of Security Studies from Macquarie University

More Information

Social Presence :

Prographics :

Exp : 10 Location : Sydney, New South Wales, Australia Job Level : Junior Designation : Business Development Representative (APAC) at Quantexa
URL has been copied!

Insights For Selling To Luciano

During A Call Or A Meeting

DO's

  • Emphasise more on facts and measurable benefits
  • If you have a lower priced product compared to the competition, call out the same
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Avoid rushing them, be polite and patient
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Luciano 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 Luciano

  • 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 Luciano move?

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

  • Can Luciano take some risk or not?

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

You And Luciano

Personality Compatibility


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