Athanassios Sotiriou

Reviewer
DISC Type : Ci

Head of Global Indirect NP Purchasing at NORMA Group

Frankfurt Rhine-Main Metropolitan Area, Germany

Overview

Athanassios has no verified overview

Personality Overview

Late Adopter

Challenger

Informal Yet Blunt

They ask a lot of questions and rely heavily on information and collaterals.  They are generally good communicators and can be hard to convince. They can sound friendly and charming but can quickly change gears to become inquisitive and probing.

Topics They Care About

Athanassios has no verified topics they care about

Media Appearances

Athanassios has no verified media appearances

Work History

4-2020
Head of Global Indirect NP Purchasing at NORMA Group
1-2015 - 3-2020
Global Category Manager IT, Telecom & Consulting (Head of IT Procurement) at SGS
7-2007 - 12-2014
Head of Procurement Germany at SGS
12-2002 - 6-2007
Strategic Buyer IT / Vendormanager / Product Marketing for IT Software and Solutions at Itellium Services GmbH
12-2000 - 7-2001
Controlling at telemall AG

Education

Diplom-Kaufmann from Goethe University Frankfurt

More Information

Social Presence :

Prographics :

Exp : 23 Location : Frankfurt Rhine-Main Metropolitan Area, Germany Job Level : Mid-senior Designation : Head of Global Indirect NP Purchasing at NORMA Group
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Insights For Selling To Athanassios

During A Call Or A Meeting

DO's

  • Ask them questions to understand their needs better while staying affable
  • Persuade objectively how your product will help them achieve their goals
  • Use phrases like ‘clear proof that’, ‘data shows’ etc.

DONT's

  • Don’t be too objective but make sure to pad your storytelling with data points
  • Don’t try to rush them into a decision, provide all necessary information first
  • Don’t rely excessively on your relationship with them to win the deal

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Athanassios is

  • Proven value, strong testimonials are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Athanassios

  • They are practical and friendly, don't expect a clear-cut response often.

Insights For Deal Planning

    How fast (or slow) will Athanassios move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Athanassios take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Athanassios

Personality Compatibility


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