Paul Steffens

Wildcard
DISC Type : sic

Director of National Accounts, Midwest & Incentive Market at Eau Palm Beach Resort & Spa

Palm Beach, Florida, United States

Overview

Paul has no verified overview

Personality Overview

Requires Proof

ROI Driven

Curious But Skeptical

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

1-2020
Director of National Accounts, Midwest & Incentive Market at Eau Palm Beach Resort & Spa
4-2017 - 1-2020
Associate Director of Group Sales at Eau Palm Beach Resort & Spa
12-2014 - 4-2017
Director of National Accounts, Southeast Market at Eau Palm Beach Resort & Spa
5-2012 - 9-2013
Director of Midwest and West Coast Accounts at PGA National Resort & Spa
4-2004 - 4-2012
Director of National Accounts at Boca Raton Resort & Club

Education

1992 - 1994
BS from Florida International University
1983 - 1985
Associate of Science (A.S.) from The Culinary Institute of America

More Information

Social Presence :

Prographics :

Exp : 20 Location : Palm Beach, Florida, United States Job Level : Mid-senior Designation : Director of National Accounts, Midwest & Incentive Market at Eau Palm Beach Resort & Spa
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Insights For Selling To Paul

During A Call Or A Meeting

DO's

  • Help them understand the risk aspect fully while inspiring confidence
  • Help them realize that there is no personal risk in making this decision
  • Persuade objectively how your product will help them achieve their goals

DONT's

  • Don't ask them to move fast, let them take their time and digest all the information
  • Don’t overhype the product/pitch, keep it measured
  • 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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