Paul Lau

Questioner
DISC Type : c

Chief Executive Officer & General Manager at SMUD

Sacramento, California, United States

Overview

Paul has no verified overview

Personality Overview

Systematic

Value Seeker

Cautious & Analytical

They prefer to fully evaluate every situation.  It is quite likely of them to ask for pricing or other concessions. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Paul has no verified topics they care about

Media Appearances

Paul has no verified media appearances

Work History

10-2020
Chief Executive Officer & General Manager at SMUD
2-2015 - 10-2020
Chief Grid Strategy & Operations Officer at SMUD
12-2011 - 2-2015
Assistant General Manager - Power Supply & Grid Operations at SMUD
4-2008 - 12-2011
Assistant General Manager - Customer, Distribution & Technology at SMUD
2-2007 - 4-2008
Director Customer Service at SMUD

Education

Honorary Doctor of Humane Letters from California State University-Sacramento
1979 - 1984
Bachelor of Engineering (B.Eng.) from California State University-Sacramento

More Information

Social Presence :

Prographics :

Exp : 44 Location : Sacramento, California, United States Job Level : Leadership Designation : Chief Executive Officer & General Manager at SMUD
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Insights For Selling To Paul

During A Call Or A Meeting

DO's

  • Tell them that you will come back if you don’t have a good answer for a question
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Emphasise more on facts and measurable benefits

DONT's

  • Avoid rushing them, be polite and patient
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t overhype the product/pitch, keep it measured

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?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Paul

Personality Compatibility


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