Paul Norman

Critic
DISC Type : C

Non Executive Director at Shoprite Holdings Ltd

City of Johannesburg, Gauteng, South Africa

Overview

Paul has no verified overview

Personality Overview

Critic

Information Seeker

ROI Driven

They prefer to analyze logically and value objective facts over emotions.  It is very likely that they will negotiate pricing or other important terms. Unless the value is proven by data, they are unlikely to value fancy features.

Topics They Care About

Paul has no verified topics they care about

Media Appearances

Paul has no verified media appearances

Work History

3-2022
Non Executive Director at Shoprite Holdings Ltd
6-2017
MTN Group Chief Human Resources Officer at MTN
4-1997
Group Chief Human Resources and Corporate Affairs Officer at MTN

Education

2013 - 2013
EMBA from IMD
1983 - 1989
MA from Rhodes University

More Information

Social Presence :

Prographics :

Exp : 29 Location : City of Johannesburg, Gauteng, South Africa Job Level : Senior Designation : Non Executive Director at Shoprite Holdings Ltd
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Insights For Selling To Paul

During A Call Or A Meeting

DO's

  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.
  • Keep some extra margin while sharing pricing, they are likely to negotiate later

DONT's

  • Don’t try too hard to build a relationship with them
  • Don't give superficial answers, they are easily rattled by them
  • Don’t rush them till they have clearly gotten all the necessary information

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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