Riccardo Xefraj

Questioner
DISC Type : c

Software Engineer at Cisco

Pisa, Tuscany, Italy

Overview

Riccardo has no verified overview

Personality Overview

Value Seeker

Price-Sensitive

Cautious & Analytical

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They are more likely than others to negotiate on pricing and terms.

Topics They Care About

Riccardo has no verified topics they care about

Media Appearances

Riccardo has no verified media appearances

Work History

4-2023
Software Engineer at Cisco
2-2022 - 4-2023
Cyber Security Fellowship at Università di Pisa

Education

10-2019 - 11-2021
Master's degree from Università di Pisa
2016 - 2019
Bachelor's degree from Università di Pisa

More Information

Social Presence :

Prographics :

Exp : 3 Location : Pisa, Tuscany, Italy Job Level : Junior Designation : Software Engineer at Cisco
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Insights For Selling To Riccardo

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t try to be too friendly or informal with them
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Riccardo is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Riccardo

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Riccardo move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Riccardo take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Riccardo

Personality Compatibility


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