Ben Lochtenberg

Questioner
DISC Type : c

Managing Director at Xero Solar

Hermosa Beach, California, United States

Overview

Ben has no verified overview

Personality Overview

Cautious & Analytical

Price-Sensitive

Systematic

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. They prefer to fully evaluate every situation.

Topics They Care About

Ben has no verified topics they care about

Media Appearances

Ben has no verified media appearances

Work History

3-2011
Managing Director at Xero Solar
8-2003 - 3-2011
VP Business Development at ATMI
1997 - 2003
Vice President at Enthone
8-1991 - 5-1997
District Sales Manager at Nalco

Education

1999 - 1999
Executive MBA from UCLA Anderson School of Management
1999 - 1999
Executive Management Certificate from UCLA Anderson School of Management

More Information

Social Presence :

Prographics :

Exp : 34 Location : Hermosa Beach, California, United States Job Level : Mid-senior Designation : Managing Director at Xero Solar
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Insights For Selling To Ben

During A Call Or A Meeting

DO's

  • Share as much information as possible regarding your product
  • If you have a lower priced product compared to the competition, call out the same
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don’t try to be too friendly or informal with them
  • Avoid rushing them, be polite and patient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ben 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 Ben

  • 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 Ben move?

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

  • Can Ben take some risk or not?

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

You And Ben

Personality Compatibility


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