Paul Locke

Critic
DISC Type : C

Sr. IT Manager at Florida Blue

Jacksonville, Florida, United States

Overview

Paul has no verified overview

Personality Overview

ROI Driven

Critic

Objective Thinker

It is very likely that they will negotiate pricing or other important terms.  They prefer to analyze logically and value objective facts over emotions. They like to take decisions independently and do not seek others' support often.

Topics They Care About

Paul has no verified topics they care about

Media Appearances

Paul has no verified media appearances

Work History

1-2019
Sr. IT Manager at Florida Blue
5-2017 - 10-2018
Project Manager - Positive Train Control (PTC) Onboard Systems at CSX Technology
3-2017 - 5-2017
Project Manager - Train Planning at CSX Technology
8-2012 - 3-2017
Business Consultant at CSX Technology

Education

1997 - 1999
Bachelor from Nova Southeastern University
1989 - 1992
Computer Science from Univeristy of North Florida

More Information

Social Presence :

Prographics :

Exp : 13 Location : Jacksonville, Florida, United States Job Level : Middle Designation : Sr. IT Manager at Florida Blue
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Insights For Selling To Paul

During A Call Or A Meeting

DO's

  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.
  • Leverage facts and figures wherever possible; use percentages, numbers etc.
  • Be ready to answer many clarity-seeking questions and requests for information

DONT's

  • Avoid phrases like ‘trust me’, ‘others just love’ etc.
  • Make extra effort to not seem pushy or confrontational
  • Don’t try to give too many examples of other users, they like to make their own decisions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Paul is

  • Proof of ROI, low pricing and objective proof points are the important factors for them.
  • Will you ever get a clear answer from Paul

  • They do not mind saying no if they believe that it is the right decision.

Insights For Deal Planning

    How fast (or slow) will Paul move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Paul take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Paul

Personality Compatibility


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