Paul Pfannenstiel

Questioner
DISC Type : c

President at PM Contracting, Inc.

Kansas City, Missouri, United States

Overview

Paul has no verified overview

Personality Overview

Cautious & Analytical

Price-Sensitive

Systematic

They prefer to do thorough analysis of any situation.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Paul has no verified topics they care about

Media Appearances

Paul has no verified media appearances

Work History

4-2004
President at PM Contracting, Inc.
8-1997 - 4-2004
Sales Engineer at Midwest Mechanical Service

Education

1982 - 1987
BSIE from Kansas State University
1978 - 1982
Education details unavailable from thomas more prep

More Information

Social Presence :

Prographics :

Exp : 28 Location : Kansas City, Missouri, United States Job Level : N/A Designation : President at PM Contracting, Inc.
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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
  • Share as much information as possible regarding your product
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don’t try to be too friendly or informal with them
  • Avoid rushing them, be polite and patient

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 some risk if they are confident that they have analyzed the circumstances well.


You And Paul

Personality Compatibility


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