Mike Fabel

Examiner
DISC Type : cs

Executive Vice President at Epsilon Systems Solutions, Inc.

San Diego, California, United States

Overview

Mike has no verified overview

Personality Overview

Status Quo Seeker

Overcautious

Tough To Convince

They are always well-planned and adopt a systematic approach.  The only way to convince them is by showing them examples and ample proof. They tend to have clarity about their needs and constraints, and are unlikely to over-promise.

Topics They Care About

Mike has no verified topics they care about

Media Appearances

Mike has no verified media appearances

Work History

1-2024
Executive Vice President at Epsilon Systems Solutions, Inc.
12-2018 - 1-2024
Site Executive at Raytheon
12-2013 - 1-2024
Associate Director of Program Management at Raytheon
12-2010 - 12-2013
Deputy Program Manager at Raytheon Integrated Defense Systems
2-2004 - 12-2010
System Engineer at Raytheon Integrated Defense Systems

Education

9-1990 - 6-1994
Bachelor of Science - BS from UC Santa Barbara
Master of Business Administration - MBA from Chaminade University of Honolulu

More Information

Social Presence :

Prographics :

Exp : 31 Location : San Diego, California, United States Job Level : Leadership Designation : Executive Vice President at Epsilon Systems Solutions, Inc.

Interested in

Health & Outdoor

road trips

URL has been copied!

Insights For Selling To Mike

During A Call Or A Meeting

DO's

  • Expect them to be slow and cautious, encourage them to ask more questions
  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • First of all, focus on building their confidence by sharing examples, case studies etc.

DONT's

  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't be very accepting if that is your natural style, stay firm
  • Don't push them too hard to make fast decisions, give them time

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mike is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Mike

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Mike move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Mike take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Mike

Personality Compatibility


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