Michael Guiao

Critic
DISC Type : C

Senior Cyber Risk Engineer at Zurich Insurance

Germany

Overview

Michael has no verified overview

Personality Overview

Negotiator

Information Seeker

Critic

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

Topics They Care About

Michael has no verified topics they care about

Media Appearances

Michael has no verified media appearances

Work History

1-2023
Senior Cyber Risk Engineer at Zurich Insurance
1-2019 - 12-2022
Cyber Security Consultant at AXA
10-2017 - 12-2018
IT Auditor / Data Protection Coordinator at Xella Group
10-2014 - 9-2017
Consultant | Financial Services | Risk Assurance Solutions at PwC
10-2011 - 9-2014
Dual Student in Business Information Technology at 1WorldSync

Education

2014 - 2014
Bachelor's degree from University of Southern Denmark
2011 - 2014
Bachelor of Science (B.Sc.) from EUFH - University of Applied Sciences Rhein/Erft

More Information

Social Presence :

Prographics :

Exp : 14 Location : Germany Job Level : Middle Designation : Senior Cyber Risk Engineer at Zurich Insurance
URL has been copied!

Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Don’t forget to mention how you compare to competition on both features and pricing
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.
  • Be ready to answer many clarity-seeking questions and requests for information

DONT's

  • Avoid phrases like ‘trust me’, ‘others just love’ etc.
  • Don't give superficial answers, they are easily rattled by them
  • Don’t try too hard to build a relationship with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

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

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

Insights For Deal Planning

    How fast (or slow) will Michael move?

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

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

You And Michael

Personality Compatibility


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