Rafael Fando

Enthusiast
DISC Type : i

Director Centro de Excelencia ITS at Ferrovial

Greater Madrid Metropolitan Area, Spain

Overview

Rafael has no verified overview

Personality Overview

Non-Confrontational

Optimistic

Amiable & Agreeable

They agree with others often, so exercise caution when relying on their word.  They are more about building relationships than just cutting deals. Unlike D or C types, they are convinced more by stories and testimonials.

Topics They Care About

Rafael has no verified topics they care about

Media Appearances

Rafael has no verified media appearances

Work History

1-2009
Director Centro de Excelencia ITS at Ferrovial
1-1999 - 12-2008
Chief Information Officer (IT Director) at Cintra
1-1997 - 12-1998
Project Manager, Business development at Ferrovial
1-1993 - 1-1996
Consultant and Technical assistant to CEO at EUROPISTAS
2-1988 - 12-1996
IT Manager and Technical Assistant to CEO at AUTEMA

Education

1975 - 1981
Education details unavailable from Universitat Politècnica de Catalunya

More Information

Social Presence :

Prographics :

Exp : 37 Location : Greater Madrid Metropolitan Area, Spain Job Level : Mid-senior Designation : Director Centro de Excelencia ITS at Ferrovial
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Insights For Selling To Rafael

During A Call Or A Meeting

DO's

  • Maintain high, positive energy and convey confidence
  • Ask them how their day is going or exchange some other pleasantries
  • Invite them for a lunch or a drink/coffee

DONT's

  • Avoid overloading them with too much information
  • Don’t push them for a direct ‘no’, take lack of ‘yes’ as ‘no’ after some time
  • Don't be critical or challenge them openly, they can react defensively

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Rafael is

  • Relationships and rapport matter to them, but so does the value of the product.
  • Will you ever get a clear answer from Rafael

  • They probably won't say no directly.


Insights For Deal Planning

    How fast (or slow) will Rafael move?

  • They are not the ones to make fast decisions, even while they stay committed.
  • Can Rafael take some risk or not?

  • If it seems really necessary, they can take small risks.

You And Rafael

Personality Compatibility


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