Dirk Hartkopf

Examiner
DISC Type : sc

Head of IT and Infrastructure Service at Fraunhofer Institute for Secure Information Technology SIT

Darmstadt, Hesse, Germany

Overview

Dirk has no verified overview

Personality Overview

Process Oriented

Late Adopter

Status Quo Seeker

Being observant comes to them naturally.  They do not like taking risks at all and go for proven options in the end. They are always well-planned and adopt a systematic approach.

Topics They Care About

Dirk has no verified topics they care about

Media Appearances

Dirk has no verified media appearances

Work History

10-2013
Head of IT and Infrastructure Service at Fraunhofer Institute for Secure Information Technology SIT
10-2013
Technischer Leiter at Fraunhofer Institute for Microstructure of Materials and Systems IMWS

Education

Education details unavailable from Ingenieurschule Eisleben

More Information

Social Presence :

Prographics :

Exp : 12 Location : Darmstadt, Hesse, Germany Job Level : Mid-senior Designation : Head of IT and Infrastructure Service at Fraunhofer Institute for Secure Information Technology SIT
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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
  • Be firm in your communication and stay in control
  • Expect them to be slow and cautious, encourage them to ask more questions

DONT's

  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't push them too hard to make fast decisions, give them time

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Dirk 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 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 do not like to take decisions in a hurry, so they could be slow in making their mind up.
  • Can Dirk take some risk or not?

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

You And Dirk

Personality Compatibility


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