Bernd Braeker

Questioner
DISC Type : c

Strategic Deal Security Architect at BT

Eschborn, Hesse, Germany

Overview

Bernd has no verified overview

Personality Overview

Systematic

Cautious & Analytical

Value Seeker

They prefer to fully evaluate every situation.  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

Bernd has no verified topics they care about

Media Appearances

Bernd has no verified media appearances

Work History

4-2012
Strategic Deal Security Architect at BT

Education

10-1992 - 9-1995
Dipl. Ing (BA) Technische Informatik from Cooperate State University Mannheim / Berufsakademie Mannheim

More Information

Social Presence :

Prographics :

Exp : 13 Location : Eschborn, Hesse, Germany Job Level : Mid-senior Designation : Strategic Deal Security Architect at BT
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Insights For Selling To Bernd

During A Call Or A Meeting

DO's

  • Emphasise more on facts and measurable benefits
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Avoid rushing them, be polite and patient
  • Don’t overhype the product/pitch, keep it measured
  • 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 Bernd 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 Bernd

  • 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 Bernd move?

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

  • Can Bernd take some risk or not?

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

You And Bernd

Personality Compatibility


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