Paolo Pagliero

Examiner
DISC Type : cs

Vice President of Transit Engineering at Wabtec Corporation

Turin, Piedmont, Italy

Overview

Paolo has no verified overview

Personality Overview

Late Adopter

Unexpressive

Tough To Convince

They do not like taking risks at all and go for proven options in the end.  They are heavily focused on quality and prefer doing things the right way, even if it takes time. They are quite aware of their needs and limitations, so they are unlikely to over-promise.

Topics They Care About

Paolo has no verified topics they care about

Media Appearances

Paolo has no verified media appearances

Work History

5-2019
Vice President of Transit Engineering at Wabtec Corporation
11-2013 - 5-2019
Brakes & Safety Engineering Director at Faiveley Transport
5-2011 - 11-2013
Brake System Engineering Manager at Faiveley Transport
4-2006 - 5-2011
Technical responsible of Italian Market at Faiveley Transport
5-2003 - 4-2006
Locomotive segment manager at Faiveley Transport (ex SabWabco)

Education

2018 - 2019
Managerial Development Program from SDA Bocconi
1995 - 2001
Bachelor's degree from Politecnico di Torino

More Information

Social Presence :

Prographics :

Exp : 24 Location : Turin, Piedmont, Italy Job Level : Senior Designation : Vice President of Transit Engineering at Wabtec Corporation
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Insights For Selling To Paolo

During A Call Or A Meeting

DO's

  • Be firm in your communication and stay in control
  • Ask them which other stakeholders would be important for this purchase decision
  • First of all, focus on building their confidence by sharing examples, case studies etc.

DONT's

  • Don't be very accepting if that is your natural style, stay firm
  • Don't rely on relationship building even if they act pleasantly
  • 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 Paolo 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 Paolo

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Paolo move?

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

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

You And Paolo

Personality Compatibility


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