Upen Malani

Questioner
DISC Type : c

Executive Director of Dining Services at University of Richmond

Washington DC-Baltimore Area, United States

Overview

Upen has no verified overview

Personality Overview

Not Easily Convinced

Systematic

Value Seeker

It is quite likely of them to ask for pricing or other concessions.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They prefer to do thorough analysis of any situation.

Topics They Care About

Upen has no verified topics they care about

Media Appearances

Upen has no verified media appearances

Work History

8-2024
Executive Director of Dining Services at University of Richmond
3-2022 - 6-2024
Executive Director, Auxiliary Business Services at Georgetown University
3-2021 - 3-2022
Associate Vice President & COO at Marymount University
4-2013 - 3-2021
Assistant Vice President, Campus Planning and Management at Marymount University
5-2009 - 4-2013
Director, Campus Planning and Management at Marymount University

Education

Master of Business Administration - MBA from The George Washington University
Bachelor of Engineering - BE from University Of Bombay

More Information

Social Presence :

Prographics :

Exp : 31 Location : Washington DC-Baltimore Area, United States Job Level : Senior Designation : Executive Director of Dining Services at University of Richmond
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Insights For Selling To Upen

During A Call Or A Meeting

DO's

  • Tell them that you will come back if you don’t have a good answer for a question
  • Emphasise more on facts and measurable benefits
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Avoid rushing them, be polite and patient
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Upen is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Upen

  • 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 Upen move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Upen take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Upen

Personality Compatibility


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