Paul Mott

Enigma
DISC Type : cdi

Founder and Chief Architect at CrystalWerx

San Diego, California, United States

Overview

Paul has no verified overview

Personality Overview

Hard To Convince

Friendly Yet Blunt

Persuasive & Assertive

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

1-2017 - 1-2018
Founder and Chief Architect at CrystalWerx
1-2016
Founder and CEO at CoyoteVest
9-2011 - 9-2016
Principal Architect at Winshuttle
11-2009 - 8-2011
Software Consultant at ShareVis
10-2009 - 8-2011
Chief Engineer at e-Selex.com

Education

1988 - 1993
Master of Science (M.S.) from New Mexico State University
1984 - 1992
MS from New Mexico State University

More Information

Social Presence :

Prographics :

Exp : 28 Location : San Diego, California, United States Job Level : Leadership Designation : Founder and Chief Architect at CrystalWerx
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Insights For Selling To Paul

During A Call Or A Meeting

DO's

  • Help them realize that any personal risk in making this decision is far less compared to what the results could mean for them
  • 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

DONT's

  • Don’t be too objective but make sure to pad your storytelling with data points
  • 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

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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