Paul Young

Examiner
DISC Type : sc

Head of ETF Capital Markets, Europe at Vanguard Asset Management

London, England, United Kingdom

Overview

Paul has no verified overview

Personality Overview

Status Quo Seeker

Late Adopter

Overcautious

They are always well-planned and adopt a systematic approach.  They do not like taking risks at all and go for proven options in the end. The only way to convince them is by showing them examples and ample proof.

Topics They Care About

Paul has no verified topics they care about

Media Appearances

Paul has no verified media appearances

Work History

3-2022
Head of ETF Capital Markets, Europe at Vanguard Asset Management
8-2018 - 4-2022
ETF Capital Markets at Vanguard
9-2012 - 8-2018
Head of ETF Capital Markets - EMEA at State Street
10-2007 - 8-2012
European Equity Trader at State Street
1-2006 - 9-2007
Business Development at St James's Place

Education

1993 - 1996
BSc from Loughborough University

More Information

Social Presence :

Prographics :

Exp : 26 Location : London, England, United Kingdom Job Level : Mid-senior Designation : Head of ETF Capital Markets, Europe at Vanguard Asset Management
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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
  • Be firm in your communication and stay in control
  • Expect them to be vague in response to your questions, ask firmly and pointedly

DONT's

  • Don't push them too hard to make fast decisions, give them time
  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Don't be very accepting if that is your natural style, stay firm

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Paul is

  • For them, low risk and acceptance by others are very important, followed by proof of ROI.
  • Will you ever get a clear answer from Paul

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Paul move?

  • They do not like to take decisions in a hurry, so they could be slow in making their mind up.
  • Can Paul take some risk or not?

  • They are low on risk-appetite and prefer to make informed decisions.

You And Paul

Personality Compatibility


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