Paul Chaney

Questioner
DISC Type : c

Director of Process Improvement at AAR CORP.

Oklahoma City, Oklahoma, United States

Overview

Paul has no verified overview

Personality Overview

Not Easily Convinced

Systematic

Price-Sensitive

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. They prefer to analyze every situation thoroughly.


Topics They Care About

Paul has no verified topics they care about

Media Appearances

Paul has no verified media appearances

Work History

1-2013
Director of Process Improvement at AAR CORP.
6-2008 - 1-2013
Environmental Health & Safety Manager at AAR CORP.
2006 - 2008
Environmental Health and Safety Coordinator at Bemis Company, Inc.
2003 - 2006
Safety Manager at Delta Faucet Company

Education

2017 - 2019
Masters of Science in Aviation & Space from Oklahoma State University
1991 - 1995
BS from University of Central Oklahoma

More Information

Social Presence :

Prographics :

Exp : 23 Location : Oklahoma City, Oklahoma, United States Job Level : Mid-senior Designation : Director of Process Improvement at AAR CORP.
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Insights For Selling To Paul

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Tell them that you will come back if you don’t have a good answer for a question
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Avoid rushing them, be polite and patient
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Paul is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Paul

  • 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 Paul move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Paul take some risk or not?

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


You And Paul

Personality Compatibility


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