Benjamin Glendening CEM, BOC II

Questioner
DISC Type : c

Director Of Business Development at Catalyst Partners

Grand Rapids, Michigan, United States

Overview

Benjamin has no verified overview

Personality Overview

Not Easily Convinced

Systematic

Value Seeker

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

Topics They Care About

Benjamin has no verified topics they care about

Media Appearances

Benjamin has no verified media appearances

Work History

7-2021
Director Of Business Development at Catalyst Partners
6-2020 - 7-2021
Manager, Consumers Energy Commercial & Industrial Specialty Programs at DNV GL
1-2017 - 6-2020
Zero Net Energy Pilot Program Manager at DNV GL
1-2014 - 1-2017
Energy Consultant at DNV GL
2-2012 - 3-2013
English Teacher at EPIK (English Programs in Korea)

Education

2009 - 2011
Bachelor of Science (BS) from Michigan State University
2008 - 2009
Associate of Science (A.S.) from West Shore Community College

More Information

Social Presence :

Prographics :

Exp : 13 Location : Grand Rapids, Michigan, United States Job Level : Mid-senior Designation : Director Of Business Development at Catalyst Partners
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Insights For Selling To Benjamin

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Emphasise more on facts and measurable benefits
  • Back up any claims with data and numbers

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Avoid rushing them, be polite and patient
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Benjamin 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 Benjamin

  • 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 Benjamin move?

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

  • Can Benjamin take some risk or not?

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


You And Benjamin

Personality Compatibility


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