Patxo Bernaola

Critic
DISC Type : C

Technology & Innovation Director at Abengoa Water

Greater Madrid Metropolitan Area, Spain

Overview

Patxo has no verified overview

Personality Overview

ROI Driven

Negotiator

Objective Thinker

They prefer to analyze logically and value objective facts over emotions.  They like to take decisions independently and do not seek others' support often. They are quite likely to negotiate on pricing or other key terms.

Topics They Care About

Patxo has no verified topics they care about

Media Appearances

Patxo has no verified media appearances

Work History

4-2010
Technology & Innovation Director at Abengoa Water
10-2006 - 4-2010
Technical Director at Abengoa Water
6-1993 - 9-2006
International Production Manager at Cadagua
9-1989 - 6-1993
Process Engineer at SENER
1988 - 1989
Junior Engineer at Tecnalia-Labein

Education

1995 - 1997
Master of Business Administration (M.B.A.) from EHU
1983 - 1989
Master's Degree from Escuela Tecnica Superior de Ingenieros Industriales y Telecomunicación de Bilbao

More Information

Social Presence :

Prographics :

Exp : 38 Location : Greater Madrid Metropolitan Area, Spain Job Level : Mid-senior Designation : Technology & Innovation Director at Abengoa Water
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Insights For Selling To Patxo

During A Call Or A Meeting

DO's

  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • Leverage facts and figures wherever possible; use percentages, numbers etc.
  • Tell them what ROI they can expect

DONT's

  • Don’t try to give too many examples of other users, they like to make their own decisions
  • Make extra effort to not seem pushy or confrontational
  • Avoid pushing them too much to involve other stakeholders unless it is critical

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Patxo is

  • Proof of ROI, low pricing and objective proof points are the important factors for them.
  • Will you ever get a clear answer from Patxo

  • They do not mind saying no if they believe that it is the right decision.

Insights For Deal Planning

    How fast (or slow) will Patxo move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Patxo take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Patxo

Personality Compatibility


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