Paul Klein

Enigma
DISC Type : idc

VP Advertising, Cleveland Magazine/ Publisher, Lake Erie Living & Pulse Magazines at Great Lakes Publishing

Cleveland, Ohio, United States

Overview

Paul has no verified overview

Personality Overview

Persuasive & Assertive

Hard To Convince

Friendly Yet Blunt

They are likely to ask many questions and look heavily for supporting proof as well as information.  They are generally strong communicators and are not easy to convince. They can sound friendly and charming but can quickly change gears to become inquisitive and probing

Topics They Care About

Paul has no verified topics they care about

Media Appearances

Paul has no verified media appearances

Work History

1-2009
VP Advertising, Cleveland Magazine/ Publisher, Lake Erie Living & Pulse Magazines at Great Lakes Publishing
5-2007 - 1-2009
Director of Custom Publishing at The Plain Dealer
1983 - 2007
Director of Classified & National Advertising at Sun Newspapers

Education

1981 - 1983
Bachelor of Science (B.S.) from Kent State University
BS Advertising from Kent State University

More Information

Social Presence :

Prographics :

Exp : 43 Location : Cleveland, Ohio, United States Job Level : Senior Designation : VP Advertising, Cleveland Magazine/ Publisher, Lake Erie Living & Pulse Magazines at Great Lakes Publishing
URL has been copied!

Insights For Selling To Paul

During A Call Or A Meeting

DO's

  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."
  • Build rapport slwly without rushing, it will come handy to handle hard questions later
  • Use a combination of data as well as stories for your pitch, a ppt might not be necessary

DONT's

  • Avoid long presentations and just 'high-level' value proposition, dive into the details
  • Don’t brush off any concerns, take all questions seriously. They are easily deterred
  • Avoid making offhand commitments, understand the root of their concerns first

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Paul is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Paul

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Paul move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Paul take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Paul

Personality Compatibility


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