Viviane Lopes

Questioner
DISC Type : c

IT Associate Director at B3

São Paulo, São Paulo, Brazil

Overview

Viviane has no verified overview

Personality Overview

Not Easily Convinced

Cautious & Analytical

Systematic

They are more likely than others to negotiate on pricing and terms.  They prefer to do thorough analysis of any situation. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Viviane has no verified topics they care about

Media Appearances

Viviane has no verified media appearances

Work History

8-2020
IT Associate Director at B3
3-2017
IT Manager at B3
8-2008 - 3-2017
IT Manager at Cetip agora é B3
10-1999 - 8-2008
Senior System Analyst at Cetip agora é B3
System Analyst at Pif Paf Alimentos S.A.

Education

2007 - 2008
Pós-Graduação from FGV - Fundação Getulio Vargas
2000 - 2001
Pós-Graduação from FGV - Fundação Getulio Vargas

More Information

Social Presence :

Prographics :

Exp : 26 Location : São Paulo, São Paulo, Brazil Job Level : Mid-senior Designation : IT Associate Director at B3
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Insights For Selling To Viviane

During A Call Or A Meeting

DO's

  • Emphasise more on facts and measurable benefits
  • Tell them that you will come back if you don’t have a good answer for a question
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t overhype the product/pitch, keep it measured
  • Avoid rushing them, be polite and patient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Viviane 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 Viviane

  • 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 Viviane move?

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

  • Can Viviane take some risk or not?

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


You And Viviane

Personality Compatibility


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