Xander Dupain

Questioner
DISC Type : c

Global Commercial Licensing Manager at Johnson Matthey

Arnhem, Gelderland, Netherlands

Overview

Xander has no verified overview

Personality Overview

Value Seeker

Systematic

Price-Sensitive

They are more likely than others to negotiate on pricing and terms.  They prefer to fully evaluate every situation. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Xander has no verified topics they care about

Media Appearances

Xander has no verified media appearances

Work History

11-2018
Global Commercial Licensing Manager at Johnson Matthey
8-2014 - 10-2018
Technical Sales Manager - Oil & Gas Downstream at Johnson Matthey
4-2011 - 7-2014
Technical Consultant FCC at Albemarle
9-2009 - 3-2011
Product Manager/Technical Manager Chemical Catalysts at Johnson Matthey
8-2007 - 8-2009
Product Manager at Johnson Matthey

Education

2001 - 2006
Ph.D. from Delft University of Technology
1994 - 2001
M.Sc. from Delft University of Technology

More Information

Social Presence :

Prographics :

Exp : 23 Location : Arnhem, Gelderland, Netherlands Job Level : Middle Designation : Global Commercial Licensing Manager at Johnson Matthey
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Insights For Selling To Xander

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Emphasise more on facts and measurable benefits
  • Share as much information as possible regarding your product

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid rushing them, be polite and patient
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Xander 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 Xander

  • 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 Xander move?

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

  • Can Xander take some risk or not?

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

You And Xander

Personality Compatibility


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