Pat Stephani

Researcher
DISC Type : Cs

IT Manager Data & Unified Voice Communications at Schneider National, Inc.

Neenah, Wisconsin, United States

Overview

Pat has no verified overview

Personality Overview

Soft Communicator

Self-Disciplined

ROI Seeker

They do not like taking risks at all and go for proven options in the end.  Being observant comes to them naturally. They are heavily focused on quality and prefer doing things the right way, even if it takes time.

Topics They Care About

Pat has no verified topics they care about

Media Appearances

Pat has no verified media appearances

Work History

4-1995
IT Manager Data & Unified Voice Communications at Schneider National, Inc.
1987 - 1996
IT Manager at Nielsen Marketing Research

Education

1983 - 1986
BSEET from DeVRY Institute of Technology
1982 - 1983
Business Administration from St. Norbert College

More Information

Social Presence :

Prographics :

Exp : 39 Location : Neenah, Wisconsin, United States Job Level : Middle Designation : IT Manager Data & Unified Voice Communications at Schneider National, Inc.
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Insights For Selling To Pat

During A Call Or A Meeting

DO's

  • Use phrases like 'results based on data', 'measurable proof', 'X% growth' etc.
  • Share a one-off customer success story but keeps the focus on highlighting objective, numerical results
  • Actively address their concerns around change, risk, and acceptance by users

DONT's

  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.
  • Don't ask them to move fast, let them take their time and digest all the information
  • Give it some time before you try to build rapport and a relationship, it doesn't come to them naturally

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Pat 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 Pat

  • 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 Pat move?

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

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

You And Pat

Personality Compatibility


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