Michael Papa

Examiner
DISC Type : cs

Director Of Underwriting at Diversified Insurance Industries, Inc.

Parkville, Maryland, United States

Overview

Michael has no verified overview

Personality Overview

Unexpressive

Overcautious

Late Adopter

They are heavily focused on quality and prefer doing things the right way, even if it takes time.  The only way to convince them is by showing them examples and ample proof. They do not like taking risks at all and go for proven options in the end.

Topics They Care About

Michael has no verified topics they care about

Media Appearances

Michael has no verified media appearances

Work History

1-2020
Director Of Underwriting at Diversified Insurance Industries, Inc.
6-2000
Senior Vice President at Diversified Insurance Industries, Inc.
10-2019
Board Member at Insurance Agents & Brokers

Education

1987 - 1991
MBA from Loyola University Maryland
1979 - 1983
B.S. from La Salle University

More Information

Social Presence :

Prographics :

Exp : 25 Location : Parkville, Maryland, United States Job Level : Mid-senior Designation : Director Of Underwriting at Diversified Insurance Industries, Inc.
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Ask them which other stakeholders would be important for this purchase decision
  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • Be firm in your communication and stay in control

DONT's

  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Don't rely on relationship building even if they act pleasantly
  • Don't be very accepting if that is your natural style, stay firm

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Michael

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Michael move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can Michael take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Michael

Personality Compatibility


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