Dr. Juergen Kappler

Critic
DISC Type : C

Portfolio Director, Aviation & Critical Infrastructure at Smiths Detection

Frankfurt, Hesse, Germany

Overview

Dr. has no verified overview

Personality Overview

Negotiator

Precise

Objective Thinker

They enjoy working alone and do not rely on others very often.  Unless the value is proven by data, they are unlikely to value fancy features. It is very likely that they will negotiate pricing or other important terms.

Topics They Care About

Dr. has no verified topics they care about

Media Appearances

Dr. has no verified media appearances

Work History

11-2024
Portfolio Director, Aviation & Critical Infrastructure at Smiths Detection
10-2023
Technology Director - Low Energy Systems at Smiths Detection
10-2007 - 9-2023
Global Product Line Technology Manager at ABB
5-2022 - 10-2022
Project Lead Quality Improvements at ABB
1-2013 - 12-2017
Local Business Unit Technology Manager at ABB

Education

1990 - 2000
PhD from University of Tübingen
Oral communication from Palm Beach Atlantic University

More Information

Social Presence :

Prographics :

Exp : 19 Location : Frankfurt, Hesse, Germany Job Level : Mid-senior Designation : Portfolio Director, Aviation & Critical Infrastructure at Smiths Detection
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Insights For Selling To Dr. Juergen

During A Call Or A Meeting

DO's

  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.
  • Be ready to answer many clarity-seeking questions and requests for information

DONT's

  • Do not use very emotional or colorful language
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.
  • Avoid pushing them too much to involve other stakeholders unless it is critical

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Dr. Juergen is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Dr. Juergen

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will Dr. Juergen move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Dr. Juergen take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Dr. Juergen

Personality Compatibility


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