German Guerrero, MBA

Questioner
DISC Type : c

Global Procurement Industrial Gases at BASF Corporation

Houston, Texas, United States

Overview

German has no verified overview

Personality Overview

Price-Sensitive

Value Seeker

Cautious & Analytical

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  It is quite likely of them to ask for pricing or other concessions. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

German has no verified topics they care about

Media Appearances

German has no verified media appearances

Work History

8-2009
Global Procurement Industrial Gases at BASF Corporation
2009 - 6-2010
Board Member Treasurer at NSHMBA
1-2007 - 12-2008
North American Product Manager at Praxair Electronics
1-2005 - 12-2006
Global III-V Materials Product Manager at Praxair Electronics
1-2004 - 12-2005
Customer Relationship Manager at Praxair Electronics

Education

1988 - 1991
MBA from Instituto Tecnológico Autónomo de México
BS from Instituto Politécnico Nacional

More Information

Social Presence :

Prographics :

Exp : 21 Location : Houston, Texas, United States Job Level : N/A Designation : Global Procurement Industrial Gases at BASF Corporation
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Insights For Selling To German

During A Call Or A Meeting

DO's

  • Share as much information as possible regarding your product
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Don’t try to be too friendly or informal with them
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with German is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from German

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will German move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can German take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And German

Personality Compatibility


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