Paul Massie

Questioner
DISC Type : c

VP STRATEGIC NATIONAL ACCOUNTS at Essence Transport Corp

Canada

Overview

Paul has no verified overview

Personality Overview

Cautious & Analytical

Value Seeker

Not Easily Convinced

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


Topics They Care About

Paul has no verified topics they care about

Media Appearances

Paul has no verified media appearances

Work History

2-2023
VP STRATEGIC NATIONAL ACCOUNTS at Essence Transport Corp
9-2020 - 2-2023
DIRECTOR NATIONAL ACCOUNTS at Traffix
8-2013 - 9-2020
National Account Manager at FLS Transportation Services, Inc.
9-2012 - 8-2013
National Account Sales Manager at DVL LOGISTICS
9-2011 - 9-2012
National Account Manager at KELRON LOGISTICS /XPO

Education

Hotel Management from Lasalle College
1978 - 1982
Lasalle College from Dorval High

More Information

Social Presence :

Prographics :

Exp : 30 Location : Canada Job Level : Senior Designation : VP STRATEGIC NATIONAL ACCOUNTS at Essence Transport Corp
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Insights For Selling To Paul

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • If you have a lower priced product compared to the competition, call out the same

DONT's

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

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 risk if they are convinced that they have analyzed the circumstances well.


You And Paul

Personality Compatibility


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