Michael Rafic

Examiner
DISC Type : cs

VP Business Development at Sapiens

Overview

Michael has no verified overview

Personality Overview

Late Adopter

Tough To Convince

Process Oriented

They do not like taking risks at all and go for proven options in the end.  They tend to be clear about their needs and limitations and are unlikely to promise too much. Being observant comes to them naturally.

Topics They Care About

Michael has no verified topics they care about

Media Appearances

Michael has no verified media appearances

Work History

1-2010
VP Business Development at Sapiens
1-2000 - 12-2009
VP Product Management at IDIT
6-1986 - 12-1999
Programmer to VP at Cover-All Inc.
Prgrammer and Student at Tenuva Industries

Education

1987 - 1988
Master of Business Administration - MBA from Pace University - Lubin School of Business
1985 - 1987
Industrial Engineer from Fairleigh Dickinson University

More Information

Social Presence :

Prographics :

Exp : 39 Location : N/A Job Level : Senior Designation : VP Business Development at Sapiens
URL has been copied!

Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Be firm in your communication and stay in control
  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them

DONT's

  • Don't be very accepting if that is your natural style, stay firm
  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Avoid getting into storytelling mode, especially when they ask specific questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • For them, low risk and acceptance by others are very important, followed by proof of ROI.
  • Will you ever get a clear answer from Michael

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Michael move?

  • They do not like to take decisions in a hurry, so they could be slow in making their mind up.
  • Can Michael take some risk or not?

  • They are low on risk-appetite and prefer to make informed decisions.

You And Michael

Personality Compatibility


More Profiles

Discover additional public profiles from our index.

Search more profiles

Looking for someone else? Search here for anyone.

Or visit Humantic AI to know more.