Ben Salzmann

Questioner
DISC Type : c

CEO at ACUITY, A Mutual Insurance Company

Sheboygan, Wisconsin, United States

Overview

Ben has no verified overview

Personality Overview

Value Seeker

Price-Sensitive

Cautious & Analytical

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They are more likely than others to negotiate on pricing and terms.

Topics They Care About

Ben has no verified topics they care about

Media Appearances

Ben has no verified media appearances

Work History

7-1990
CEO at ACUITY, A Mutual Insurance Company

Education

BS from Wisconsin School of Business
Computer Information Systems from Aquinas College - Grand Rapids

More Information

Social Presence :

Prographics :

Exp : 35 Location : Sheboygan, Wisconsin, United States Job Level : Leadership Designation : CEO at ACUITY, A Mutual Insurance Company
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Insights For Selling To Ben

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t try to be too friendly or informal with them
  • Don’t overhype the product/pitch, keep it measured

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?

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


You And Ben

Personality Compatibility


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