Michael Giar

Enthusiast
DISC Type : i

Vice President Sales and Service at Aetna

Rancho Santa Margarita, California, United States

Overview

Michael is a Vice President of Sales and Service at Aetna, where he directs a team of 40 professionals and manages a $500M book of business. A graduate of the University of California Santa Barbara, his expertise includes underwriting, product development, and P&L financial management. Colleagues describe him as dynamic and insightful.

There is no publicly available information about Michaels personal life, hobbies, or interests outside of his professional career.

He is responsible for the profitable growth of business representing 180, 000 covered members across more than 300 accounts.

Personality Overview

Story Driven

Consensus Focused

Non-Confrontational

They prefer to build relationships rather than staying totally transactional.  Unlike D or C types, they are convinced more by stories and testimonials. They are generally friendly, so be careful when relying on their word.

Topics They Care About

Healthcare P&L
He has direct financial management responsibility for a $500M book of business, focusing on delivering profitable growth in the group health marketplace.
Sales Leadership
Manages a team of 40 sales professionals and emphasizes coaching, talent development, and creating a high-performing sales culture.
Product Development
His technical expertise includes new product development and creating value propositions for the competitive group health insurance market.

Media Appearances

Michael has no verified media appearances

Work History

1-1999
Vice President Sales and Service at Aetna
9-1985 - 1-1999
Director of Sales at Prudential Healthcare

Education

1981 - 1985
Bachelor's Degree from University of California Santa Barbara

More Information

Social Presence :

Prographics :

Exp : 40 Location : Rancho Santa Margarita, California, United States Job Level : Senior Designation : Vice President Sales and Service at Aetna
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Maintain high, positive energy and convey confidence
  • Refer to interesting customer testimonials and stress on great customer experience
  • Invite them for a lunch or a drink/coffee

DONT's

  • Don’t ask too many questions in one go, weave them into the flow
  • Don’t be too formal with them, they trust informality more
  • Avoid overloading them with too much information

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • Relationship and rapport are valuable for them, but so is proven product value.
  • Will you ever get a clear answer from Michael

  • They will hardly ever say a direct no.

Insights For Deal Planning

    How fast (or slow) will Michael move?

  • Even when they are constantly engaged, they do not reach decisions quickly.
  • Can Michael take some risk or not?

  • They can take some low-probability risks if needed.

You And Michael

Personality Compatibility


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