Paul Gaus

Questioner
DISC Type : c

Head of IT at Toshiba Corporation

Düsseldorf, North Rhine-Westphalia, Germany

Overview

Paul has no verified overview

Personality Overview

Price-Sensitive

Not Easily Convinced

Value Seeker

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They are more likely than others to negotiate on pricing and terms. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Paul has no verified topics they care about

Media Appearances

Paul has no verified media appearances

Work History

10-2020
Head of IT at Toshiba Corporation
3-2019
Project Lead IT at Toshiba Corporation
3-2016 - 2-2019
System Administrator at Harsco Rail
2-2013 - 12-2016
System Administrator at Deutsch-Japanischer Wirtschaftskreis
10-2013 - 9-2015
Teaching Assistant at University of Düsseldorf

Education

2012 - 2016
Master's degree from University of Düsseldorf
Bachelor's degree from Marburg University

More Information

Social Presence :

Prographics :

Exp : 13 Location : Düsseldorf, North Rhine-Westphalia, Germany Job Level : Mid-senior Designation : Head of IT at Toshiba Corporation
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Insights For Selling To Paul

During A Call Or A Meeting

DO's

  • Share as much information as possible regarding your product
  • 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

  • Don’t try to be too friendly or informal with them
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

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 some risk if they are confident that they have analyzed the circumstances well.


You And Paul

Personality Compatibility


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