Paul Mersino

Questioner
DISC Type : c

President & CEO at Butzel

Detroit Metropolitan Area, United States

Overview

Paul has no verified overview

Personality Overview

Not Easily Convinced

Value Seeker

Cautious & Analytical

They are more likely than others to negotiate on pricing and terms.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They prefer to fully evaluate every situation.

Topics They Care About

Paul has no verified topics they care about

Media Appearances

Paul has no verified media appearances

Work History

3-2023
President & CEO at Butzel
9-2017
Trustee at Butzel Long Charitable Trust
9-2008 - 3-2023
Attorney at Butzel

Education

Juris Doctor from Ave Maria School of Law
BBA from Northwood University

More Information

Social Presence :

Prographics :

Exp : 17 Location : Detroit Metropolitan Area, United States Job Level : Leadership Designation : President & CEO at Butzel
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Insights For Selling To Paul

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Back up any claims with data and numbers
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • 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

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to 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?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • 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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