Michael Silva

Questioner
DISC Type : c

Executive Vice President - Regional Market President at Comerica Bank

San Francisco Bay Area, United States

Overview

Michael has no verified overview

Personality Overview

Cautious & Analytical

Not Easily Convinced

Price-Sensitive

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  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.

Topics They Care About

Michael has no verified topics they care about

Media Appearances

Michael has no verified media appearances

Work History

12-2013
Executive Vice President - Regional Market President at Comerica Bank
6-1998 - 5-2004
Senior Vice President and Business Development Officer at Imperial Bank/Comerica Bank
7-1986 - 6-1998
Vice President at Union Bank
12-2013
Senior Vice President and Group Manager at Comerica Bank

Education

1991 - 1993
Certificate in Commercial Banking from Pacific Coast Banking School -- University of Washington
1982 - 1986
Bachelor of Science in Commerce from Santa Clara University

More Information

Social Presence :

Prographics :

Exp : 30 Location : San Francisco Bay Area, United States Job Level : Leadership Designation : Executive Vice President - Regional Market President at Comerica Bank
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Share as much information as possible regarding your product

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t try to be too friendly or informal with them

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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