Merly Surban Garcia

Critic
DISC Type : C

Senior Manager at Baker McKenzie

Metro Manila, National Capital Region, Philippines

Overview

Merly has no verified overview

Personality Overview

Critic

Information Seeker

Objective Thinker

They don’t appreciate bells and whistles unless backed by data.  They are quite likely to negotiate on pricing or other key terms. They like to take decisions independently and do not seek others' support often.

Topics They Care About

Merly has no verified topics they care about

Media Appearances

Merly has no verified media appearances

Work History

7-2018
Senior Manager at Baker McKenzie
2-2017 - 6-2018
Senior Project Manager, Transformation and Change at QBE Insurance
7-2012 - 11-2016
Director, Implementations at Integreon Managed Solutions
2009 - 2012
Senior Implementation Manager at SYKES Enterprises
1-2007 - 1-2009
Implementation Manager at SYKES Enterprises

Education

2002 - 2002
Marketing Management from Esteban School in cooperation with Murdoch University (Australia)
1994 - 1999
BA European Languages from University of the Philippines

More Information

Social Presence :

Prographics :

Exp : 18 Location : Metro Manila, National Capital Region, Philippines Job Level : Middle Designation : Senior Manager at Baker McKenzie
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Insights For Selling To Merly

During A Call Or A Meeting

DO's

  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories
  • Don’t forget to mention how you compare to competition on both features and pricing
  • Be formal and objective, they will appreciate it more

DONT's

  • Don't give superficial answers, they are easily rattled by them
  • Do not use very emotional or colorful language
  • Avoid pushing them too much to involve other stakeholders unless it is critical

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Merly is

  • Proof of ROI, low pricing and objective proof points are the important factors for them.
  • Will you ever get a clear answer from Merly

  • They do not mind saying no if they believe that it is the right decision.

Insights For Deal Planning

    How fast (or slow) will Merly move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Merly take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Merly

Personality Compatibility


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