Prem Durairaj

Planner
DISC Type : Sc

Practice Head - Clinical Services BPO at Cognizant Technology Solutions

Dublin, California, United States

Overview

Prem has no verified overview

Personality Overview

Analytical & Cautious

Deliberate

Overcautious

The only way to convince them is by showing them examples and ample proof.  Being observant comes to them naturally. They tend to be clear about their needs and limitations and are unlikely to promise too much.

Topics They Care About

Prem has no verified topics they care about

Media Appearances

Prem has no verified media appearances

Work History

6-2014
Practice Head - Clinical Services BPO at Cognizant Technology Solutions
1-2013 - 5-2014
Strategy, Market Development and Integration Leader, Global Clinical Services BPO at Cognizant Technology Solutions
12-2010 - 12-2012
Client Partner at Cognizant Technology Solutions
1-2008 - 11-2010
Client Partner at Cognizant Technology Solutions
1-2006 - 12-2007
Account Manager at Cognizant Technology Solutions

Education

6-1999 - 6-2002
Masters Degree from Birla Institute of Technology and Science, Pilani
1994 - 1998
Bachelors Degree from Government College of Engineering
1990 - 1994
Education details unavailable from Vana Vani

More Information

Social Presence :

Prographics :

Exp : 24 Location : Dublin, California, United States Job Level : N/A Designation : Practice Head - Clinical Services BPO at Cognizant Technology Solutions
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Insights For Selling To Prem

During A Call Or A Meeting

DO's

  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • First of all, focus on building their confidence by sharing examples, case studies etc.

DONT's

  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Don't be very accepting if that is your natural style, stay firm
  • Avoid getting into storytelling mode, especially when they ask specific questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Prem is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Prem

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Prem move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Prem take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Prem

Personality Compatibility


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