M. Mustafa Rafique

Questioner
DISC Type : c

Associate Professor at Rochester Institute of Technology

Rochester, New York Metropolitan Area, United States

Overview

M. has no verified overview

Personality Overview

Price-Sensitive

Cautious & Analytical

Not Easily Convinced

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  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.

Topics They Care About

M. has no verified topics they care about

Media Appearances

M. has no verified media appearances

Work History

8-2023
Associate Professor at Rochester Institute of Technology
8-2018 - 8-2023
Assistant Professor at Rochester Institute of Technology
7-2012 - 5-2018
Research Scientist at IBM Research
12-2011 - 7-2012
Researcher at Qatar Computing Research Institute
9-2010 - 11-2011
Research Assistant at NEC Laboratories America

Education

2007 - 2011
Ph.D. from Virginia Tech
2007 - 2010
MS from Virginia Tech

More Information

Social Presence :

Prographics :

Exp : 18 Location : Rochester, New York Metropolitan Area, United States Job Level : N/A Designation : Associate Professor at Rochester Institute of Technology
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Insights For Selling To M. Mustafa

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

DONT's

  • Don’t try to be too friendly or informal with them
  • Don’t overhype the product/pitch, keep it measured
  • 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 M. Mustafa 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 M. Mustafa

  • 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 M. Mustafa move?

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

  • Can M. Mustafa take some risk or not?

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

You And M. Mustafa

Personality Compatibility


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