Charles Wenzel

Planner
DISC Type : Sc

Senior Vice President - Head of Wealth Management Defined Contribution at Cohen & Steers

Chadds Ford, Pennsylvania, United States

Overview

Charles has no verified overview

Personality Overview

Inflexible

Analytical & Cautious

Overcautious

They are heavily focused on quality and prefer doing things the right way, even if it takes time.  The only way to convince them is by showing them examples and ample proof. They tend to be clear about their needs and limitations and are unlikely to promise too much.

Topics They Care About

Charles has no verified topics they care about

Media Appearances

Charles has no verified media appearances

Work History

3-2016
Senior Vice President - Head of Wealth Management Defined Contribution at Cohen & Steers
2000 - 3-2016
Senior Vice President Institutional Business Development at Ascensus
1997 - 2000
Sales Manager & RVP - Retirement at J&W Seligman
1993 - 1997
National Sales Manager at Trust Consultants Inc
1989 - 1993
Sales Director at Delaware Charter Guarantee and Trust Company

Education

1982 - 1986
Education details unavailable from Indiana University Bloomington

More Information

Social Presence :

Prographics :

Exp : 39 Location : Chadds Ford, Pennsylvania, United States Job Level : Leadership Designation : Senior Vice President - Head of Wealth Management Defined Contribution at Cohen & Steers
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Insights For Selling To Charles

During A Call Or A Meeting

DO's

  • Ask them which other stakeholders would be important for this purchase decision
  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • First of all, focus on building their confidence by sharing examples, case studies etc.

DONT's

  • Don't rely on relationship building even if they act pleasantly
  • 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 Charles is

  • For them, low risk and acceptance by others are very important, followed by proof of ROI.
  • Will you ever get a clear answer from Charles

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Charles move?

  • They do not like to take decisions in a hurry, so they could be slow in making their mind up.
  • Can Charles take some risk or not?

  • They are low on risk-appetite and prefer to make informed decisions.

You And Charles

Personality Compatibility


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