Nick Dunscombe

Questioner
DISC Type : c

Vice President New Product Planning at Astellas Global

Chertsey, England, United Kingdom

Overview

Nick has no verified overview

Personality Overview

Price-Sensitive

Not Easily Convinced

Value Seeker

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. It is quite likely of them to ask for pricing or other concessions.

Topics They Care About

Nick has no verified topics they care about

Media Appearances

Nick has no verified media appearances

Work History

4-2019
Vice President New Product Planning at Astellas Global
11-2018
VP at Astellas Pharma
7-2017
Vice President Commercial & Business Development at Astellas Pharma Europe
1-2011 - 6-2017
Global Head Integration Management at AstraZeneca
9-2009 - 12-2010
Global Transaction Director - Business Development at AstraZeneca

Education

1989 - 1990
Marketing Degree from Newcastle University
1981 - 1981
Chemistry from University of Leeds

More Information

Social Presence :

Prographics :

Exp : 20 Location : Chertsey, England, United Kingdom Job Level : Senior Designation : Vice President New Product Planning at Astellas Global
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Insights For Selling To Nick

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • If you have a lower priced product compared to the competition, call out the same
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Don’t try to be too friendly or informal with them
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Nick is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Nick

  • 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 Nick move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Nick take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Nick

Personality Compatibility


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