Paul Serna, CPM, aCOP, CRVPM, C3PRMP

Planner
DISC Type : Sc

Senior Strategic Account Relationship Manager at USAA

San Antonio, Texas Metropolitan Area, United States

Overview

Paul has no verified overview

Personality Overview

Disciplined

Deliberate

Inflexible

They are thorough and always follow a systematic approach.  Being observant comes to them naturally. They are heavily focused on quality and prefer doing things the right way, even if it takes time.

Topics They Care About

Paul has no verified topics they care about

Media Appearances

Paul has no verified media appearances

Work History

10-2023
Senior Strategic Account Relationship Manager at USAA
8-2023
Senior Third-Party Relationship Manager at USAA
7-2018 - 8-2023
Third Party Relationship Manager I at USAA

Education

2008 - 2011
Bachelor of Arts (B.A.) from The University of Texas at San Antonio
Certified Regulatory Vendor Program Manager (CRVPM) from Compliance Education Institute

More Information

Social Presence :

Prographics :

Exp : 7 Location : San Antonio, Texas Metropolitan Area, United States Job Level : Middle Designation : Senior Strategic Account Relationship Manager at USAA
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Insights For Selling To Paul

During A Call Or A Meeting

DO's

  • Expect them to be slow and cautious, encourage them to ask more questions
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • Ask them which other stakeholders would be important for this purchase decision

DONT's

  • Don't push them too hard to make fast decisions, give them time
  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't rely on relationship building even if they act pleasantly

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Paul is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Paul

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Paul move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can Paul take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Paul

Personality Compatibility


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