Michael Caljouw

Questioner
DISC Type : c

Commissioner of Insurance at Commonwealth of Massachusetts

Boston, Massachusetts, United States

Overview

Michael has no verified overview

Personality Overview

Value Seeker

Not Easily Convinced

Cautious & Analytical

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 analyze every situation thoroughly.


Topics They Care About

Michael has no verified topics they care about

Media Appearances

Michael has no verified media appearances

Work History

10-2024
Commissioner of Insurance at Commonwealth of Massachusetts
1-2011 - 11-2024
Vice President, State and Federal Government and Regulatory Affairs at Blue Cross Blue Shield of Massachusetts
2008 - 2011
Senior Director, Public Government and Regulatory Affairs at Blue Cross Blue Shield of Massachusetts
4-2005 - 5-2008
Senior Counsel at Holland + Knight
2001 - 2005
Deputy Director, Chief of Staff and General Counsel at Massachusetts Office of Consumer Affairs and Business Regulation

Education

1988 - 1991
J.D. Cum Laude from Suffolk University Law School
1984 - 1988
B.A. from Williams College

More Information

Social Presence :

Prographics :

Exp : 29 Location : Boston, Massachusetts, United States Job Level : N/A Designation : Commissioner of Insurance at Commonwealth of Massachusetts
URL has been copied!

Insights For Selling To Michael

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
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Back up any claims with data and numbers

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael 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 Michael

  • 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 Michael move?

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

  • Can Michael take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Michael

Personality Compatibility


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