Pablo Aguilar

Questioner
DISC Type : c

Account Director at Softtek

Mexico

Overview

Pablo has no verified overview

Personality Overview

Not Easily Convinced

Cautious & Analytical

Systematic

They prefer to do thorough analysis of any situation.  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

Pablo has no verified topics they care about

Media Appearances

Pablo has no verified media appearances

Work History

9-2016
Account Director at Softtek
1-2009 - 9-2016
Delivery Project Executive Manager at IBM
9-1986
Associated Teacher at Universidad Autónoma de Coahuila
3-1983 - 12-2008
IT Manager at Grupo Industrial Saltillo

Education

1996 - 1998
Master's degree from Tecnológico de Monterrey
1980 - 1984
Ingeniero Administrador de Sistemas from Universidad Autónoma de Nuevo León

More Information

Social Presence :

Prographics :

Exp : 43 Location : Mexico Job Level : Mid-senior Designation : Account Director at Softtek
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Insights For Selling To Pablo

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • 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

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t overhype the product/pitch, keep it measured
  • Avoid rushing them, be polite and patient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Pablo 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 Pablo

  • 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 Pablo move?

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

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Pablo

Personality Compatibility


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