Paul Gosling

Questioner
DISC Type : c

CTO Thales UK at Thales

United Kingdom

Overview

Paul has no verified overview

Personality Overview

Value Seeker

Not Easily Convinced

Price-Sensitive

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  It is quite likely of them to ask for pricing or other concessions. They prefer to do thorough analysis of any situation.

Topics They Care About

Paul has no verified topics they care about

Media Appearances

Paul has no verified media appearances

Work History

1-2020
CTO Thales UK at Thales
4-2014 - 1-2021
VP Engineering Thales UK at Thales
3-2012 - 3-2014
Technical Director C4ISR, Maritime and Security Domain at Thales
10-1986 - 10-1990
Senior Engineer at STC Techology Limted

Education

1983 - 1986
Doctor of Philosophy (Ph.D.) from University of Oxford
1980 - 1983
Bachelor's Degree from University of Warwick

More Information

Social Presence :

Prographics :

Exp : 17 Location : United Kingdom Job Level : Leadership Designation : CTO Thales UK at Thales
URL has been copied!

Insights For Selling To Paul

During A Call Or A Meeting

DO's

  • Share as much information as possible regarding your product
  • If you have a lower priced product compared to the competition, call out the same
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

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

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for 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?

  • If they have the information that they need, they can move fast at making their decisions.
  • 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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