Brian Schwartz

Examiner
DISC Type : cs

Sales Engineer at Sumitomo (SHI) Demag North America

West Bloomfield Township, Michigan, United States

Overview

Brian has no verified overview

Personality Overview

Overcautious

Late Adopter

Tough To Convince

The only way to convince them is by showing them examples and ample proof.  They do not like taking risks at all and go for proven options in the end. They are quite aware of their needs and limitations, so they are unlikely to over-promise.

Topics They Care About

Brian has no verified topics they care about

Media Appearances

Brian has no verified media appearances

Work History

10-2019
Sales Engineer at Sumitomo (SHI) Demag North America
2-2017 - 8-2019
Technical Field Sales at Mold-Masters Limited
3-2015 - 2-2017
Key Account Manager at Husky Injection Molding Systems
10-2012 - 3-2015
National Account Manager at Graham Packaging
2-2009 - 10-2012
Account Manager at Synventive Molding Solutions

Education

Bachelor of Science - BS from University of Wisconsin-Madison

More Information

Social Presence :

Prographics :

Exp : 17 Location : West Bloomfield Township, Michigan, United States Job Level : Mid-senior Designation : Sales Engineer at Sumitomo (SHI) Demag North America
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • Be firm in your communication and stay in control
  • First of all, focus on building their confidence by sharing examples, case studies etc.

DONT's

  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't be very accepting if that is your natural style, stay firm
  • Don't use phrases like 'do not worry', 'i promise' etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brian is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Brian

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Brian move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can Brian take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Brian

Personality Compatibility


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