Paul Herlan

Editor
DISC Type : SC

Director of Business Development at Brisbane Consulting Group, LLC & Lumsden McCormick, LLP

Buffalo, New York, United States

Overview

Paul has no verified overview

Personality Overview

Slow Buyer

Objective Thinker

Fact-Driven

They are heavily focused on quality and prefer doing things the right way, even if it takes time.  They are thorough and always follow a systematic approach. They do not like taking risks at all and go for proven options in the end.

Topics They Care About

Paul has no verified topics they care about

Media Appearances

Paul has no verified media appearances

Work History

9-2002
Director of Business Development at Brisbane Consulting Group, LLC & Lumsden McCormick, LLP

Education

1982 - 1985
BS from Buffalo State University
1980 - 1985
BS from Buffalo State University

More Information

Social Presence :

Prographics :

Exp : 23 Location : Buffalo, New York, United States Job Level : Mid-senior Designation : Director of Business Development at Brisbane Consulting Group, LLC & Lumsden McCormick, LLP
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Insights For Selling To Paul

During A Call Or A Meeting

DO's

  • Use a presentation with information before getting into a live product walkthrough
  • Use phrases like 'results based on data', 'measurable proof', 'X% growth' etc.
  • When following up with them, expect slowness; use questions to engage them, preferably over email.

DONT's

  • Give it some time before you try to build rapport and a relationship, it doesn't come to them naturally
  • Do not sound overly eager, modulate your energy levels especially if you are generally enthusiastic
  • Avoid emotional and informal language, stay objective and to the point instead

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Paul is

  • Adoption by others is very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Paul

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Paul move?

  • They don't like to hasten, so their speed of decision-making may be slow.
  • Can Paul take some risk or not?

  • They have little willingness to take risks, and prefer making calculated decisions.

You And Paul

Personality Compatibility


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