Ricardo López Caballero

Examiner
DISC Type : cs

Technical Solution Manager, Senior IT Specialist at TOSHIBA Global Commerce Solutions (Germany), GmbH

Germany

Overview

Ricardo has no verified overview

Personality Overview

Unexpressive

Overcautious

Process Oriented

They are heavily focused on quality and prefer doing things the right way, even if it takes time.  The only way to convince them is by showing them examples and ample proof. Being observant comes to them naturally.

Topics They Care About

Ricardo has no verified topics they care about

Media Appearances

Ricardo has no verified media appearances

Work History

10-1984
Technical Solution Manager, Senior IT Specialist at TOSHIBA Global Commerce Solutions (Germany), GmbH
10-1984 - 11-2012
Technical Solution Manager, IT Specialist, Retail at IBM Deutschland GmbH

Education

1984 - 1987
Bachelor’s Degree from Berufsakademie Stuttgart
1975 - 1984
High School from Gymnasium am Stoppenberg, Essen

More Information

Social Presence :

Prographics :

Exp : 41 Location : Germany Job Level : Middle Designation : Technical Solution Manager, Senior IT Specialist at TOSHIBA Global Commerce Solutions (Germany), GmbH
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Insights For Selling To Ricardo

During A Call Or A Meeting

DO's

  • Ask them which other stakeholders would be important for this purchase decision
  • 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

DONT's

  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Don't rely on relationship building even if they act pleasantly
  • 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 Ricardo 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 Ricardo

  • 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 Ricardo move?

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

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

You And Ricardo

Personality Compatibility


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