Paul Schultz

Critic
DISC Type : C

Director of IT at City of Grand Junction

Grand Junction, Colorado, United States

Overview

Paul has no verified overview

Personality Overview

Information Seeker

Precise

Critic

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. They enjoy working alone and do not rely on others very often.

Topics They Care About

Paul has no verified topics they care about

Media Appearances

Paul has no verified media appearances

Work History

5-2022
Director of IT at City of Grand Junction
1-2017 - 4-2022
Director of IT at City of Aspen
1-2010 - 12-2016
Adjunct Professor Of Computer Science at Colorado Technical University
11-1993 - 12-2016
Distinguished Member of Technical Staff at Verizon
Principal Engineer at MCI

Education

2007 - 2009
Doctorate from Colorado Technical University
1988 - 1991
MS from Boston University

More Information

Social Presence :

Prographics :

Exp : 31 Location : Grand Junction, Colorado, United States Job Level : Mid-senior Designation : Director of IT at City of Grand Junction
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Insights For Selling To Paul

During A Call Or A Meeting

DO's

  • Be ready to answer many clarity-seeking questions and requests for information
  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • Be formal and objective, they will appreciate it more

DONT's

  • Don't give superficial answers, they are easily rattled by them
  • Don’t try to give too many examples of other users, they like to make their own decisions
  • Don’t try too hard to build a relationship with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Paul is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Paul

  • It is not very hard for them to say no if they are not convinced about the 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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