Paul Silva

Wildcard
DISC Type : cis

President and COO at Salas O'Brien

Danville, California, United States

Overview

Paul has no verified overview

Personality Overview

Curious But Skeptical

Requires Proof

ROI Driven

They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions  They typically tend to be late adopters even when they seem friendly and excited about what you have to sell They are often friendly and nice, but can sometimes suprise you with their piercing questions

Topics They Care About

Paul has no verified topics they care about

Media Appearances

Paul has no verified media appearances

Work History

10-2006
President and COO at Salas O'Brien

Education

Bachelor's degree and MBA from University of Notre Dame

More Information

Social Presence :

Prographics :

Exp : 19 Location : Danville, California, United States Job Level : Leadership Designation : President and COO at Salas O'Brien
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Insights For Selling To Paul

During A Call Or A Meeting

DO's

  • Be prepared for a lot of questions, answer them objectively
  • Ask them questions to understand their needs better while staying affable
  • Use phrases like ‘clear proof that’, ‘data shows’ etc.

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don't ask them to move fast, let them take their time and digest all the information
  • Avoid winging it with them particularly, answer a question only if you know the answer well

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Paul is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Paul

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Paul move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Paul take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Paul

Personality Compatibility


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