Abby Shih

Critic
DISC Type : C

Application Engineer at Keysight Technologies

Greater Munich Metropolitan Area, Germany

Overview

Abby has no verified overview

Personality Overview

Critic

Information Seeker

ROI Driven

They prefer to do logical analysis and value evidence over emotions.  Unless the value is proven by data, they are unlikely to value fancy features. It is very likely that they will negotiate pricing or other important terms.

Topics They Care About

Abby has no verified topics they care about

Media Appearances

Abby has no verified media appearances

Work History

3-2015
Application Engineer at Keysight Technologies
3-2011 - 11-2014
Application Engineer at Agilent Technologies

Education

2007 - 2010
Master's degree from National Chiao Tung University
2003 - 2007
Bachelor's degree from National Chiao Tung University

More Information

Social Presence :

Prographics :

Exp : 14 Location : Greater Munich Metropolitan Area, Germany Job Level : Middle Designation : Application Engineer at Keysight Technologies
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Insights For Selling To Abby

During A Call Or A Meeting

DO's

  • Don’t forget to mention how you compare to competition on both features and pricing
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.
  • Be formal and objective, they will appreciate it more

DONT's

  • Don’t try too hard to build a relationship with them
  • Avoid pushing them too much to involve other stakeholders unless it is critical
  • Don't give superficial answers, they are easily rattled by them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Abby is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Abby

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will Abby move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Abby take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Abby

Personality Compatibility


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