Dirk Bracklow

Examiner
DISC Type : cs

Head of Product Management at Lufthansa Systems

Aschaffenburg, Bavaria, Germany

Overview

Dirk has no verified overview

Personality Overview

Process Oriented

Tough To Convince

Unexpressive

Being observant comes to them naturally.  They tend to have clarity about their needs and constraints, and are unlikely to over-promise. They are heavily focused on quality and prefer doing things the right way, even if it takes time.

Topics They Care About

Dirk has no verified topics they care about

Media Appearances

Dirk has no verified media appearances

Work History

1-2013
Head of Product Management at Lufthansa Systems
12-2011 - 3-2013
Director Product Management Commercial Solutions at Lufthansa Systems
11-2011
Team Manager Network Planning at Lufthansa Systems

Education

1993 - 1999
Master's degree from The Julius Maximilians University of Würzburg

More Information

Social Presence :

Prographics :

Exp : 14 Location : Aschaffenburg, Bavaria, Germany Job Level : Mid-senior Designation : Head of Product Management at Lufthansa Systems
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Insights For Selling To Dirk

During A Call Or A Meeting

DO's

  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Ask them which other stakeholders would be important for this purchase decision

DONT's

  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't rely on relationship building even if they act pleasantly
  • Don't be very accepting if that is your natural style, stay firm

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Dirk is

  • Adoption by others is very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Dirk

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Dirk move?

  • They don't like to hasten, so their speed of decision-making may be slow.
  • Can Dirk take some risk or not?

  • They have little willingness to take risks, and prefer making calculated decisions.

You And Dirk

Personality Compatibility


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