Paolo Stefani

Examiner
DISC Type : sc

Head of Servizio Mainframe Systems & Change Management at BPER Banca

Modena, Emilia-Romagna, Italy

Overview

Paolo has no verified overview

Personality Overview

Tough To Convince

Overcautious

Unexpressive

They tend to have clarity about their needs and constraints, and are unlikely to over-promise.  The only way to convince them is by showing them examples and ample proof. They are heavily focused on quality and prefer doing things the right way, even if it takes time.

Topics They Care About

Paolo has no verified topics they care about

Media Appearances

Paolo has no verified media appearances

Work History

4-2023
Head of Servizio Mainframe Systems & Change Management at BPER Banca
3-2020 - 4-2023
Mainframe System Manager at BPER Banca
1-2017 - 3-2020
Responsabile Ufficio Esercizio e Release Manager at BPER Banca
12-1995 - 6-1997
Controllo qualità at Terim spa

Education

Education details unavailable from ITC J. Barozzi

More Information

Social Presence :

Prographics :

Exp : 10 Location : Modena, Emilia-Romagna, Italy Job Level : Mid-senior Designation : Head of Servizio Mainframe Systems & Change Management at BPER Banca
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Insights For Selling To Paolo

During A Call Or A Meeting

DO's

  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • Ask them which other stakeholders would be important for this purchase decision

DONT's

  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Don't rely on relationship building even if they act pleasantly
  • Don't be very accepting if that is your natural style, stay firm

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 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 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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