Hans K.

Critic
DISC Type : C

Senior Information Technology Architect at Rabobank

Netherlands

Overview

Hans has no verified overview

Personality Overview

Negotiator

Precise

ROI Driven

They are quite likely to negotiate on pricing or other key terms.  They prefer to do logical analysis and value evidence over emotions. They don’t appreciate bells and whistles unless backed by data.

Topics They Care About

Hans has no verified topics they care about

Media Appearances

Hans has no verified media appearances

Work History

10-2012
Senior Information Technology Architect at Rabobank
12-2004 - 10-2012
ICT-Architect at Serious Thinking BV
10-2001 - 12-2004
ICT-Architect at More-secure Consultants
9-1997 - 9-2001
Senior Consultant at Logica BV
9-1994 - 8-1997
Product Manager at Delft University of Technology

Education

1992 - 1994
PDEng from University of Twente
1986 - 1991
ing./BA from HU University of Applied Sciences Utrecht (Hogeschool Utrecht)

More Information

Social Presence :

Prographics :

Exp : 31 Location : Netherlands Job Level : Senior Designation : Senior Information Technology Architect at Rabobank
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Insights For Selling To Hans

During A Call Or A Meeting

DO's

  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.
  • Leverage facts and figures wherever possible; use percentages, numbers etc.
  • Keep some extra margin while sharing pricing, they are likely to negotiate later

DONT's

  • Avoid phrases like ‘trust me’, ‘others just love’ etc.
  • Make extra effort to not seem pushy or confrontational
  • Don’t try to give too many examples of other users, they like to make their own decisions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Hans is

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

  • 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 Hans move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Hans take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Hans

Personality Compatibility


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