Hesham Zahran

Questioner
DISC Type : c

Head of Commercial at IT Works LLC

Dubai, United Arab Emirates

Overview

Hesham has no verified overview

Personality Overview

Price-Sensitive

Not Easily Convinced

Value Seeker

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They are more likely than others to negotiate on pricing and terms.

Topics They Care About

Hesham has no verified topics they care about

Media Appearances

Hesham has no verified media appearances

Work History

2-2018
Head of Commercial at IT Works LLC
9-2015 - 2-2018
Regional Sales Manager at BSC/BTC Networks Subsidary
12-2012 - 9-2015
Regional Manager at Roots Group/Case Construction
10-2009 - 12-2012
Senior Account Manager at BTC Networks
4-2005 - 10-2009
Sales Team Leader at Zahid Tractor & H.M. Co. Ltd.

Education

1998 - 2003
bachelor from Alexandria University

More Information

Social Presence :

Prographics :

Exp : 20 Location : Dubai, United Arab Emirates Job Level : Mid-senior Designation : Head of Commercial at IT Works LLC
URL has been copied!

Insights For Selling To Hesham

During A Call Or A Meeting

DO's

  • Share as much information as possible regarding your product
  • Tell them that you will come back if you don’t have a good answer for a question
  • 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
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Hesham is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Hesham

  • 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 Hesham move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Hesham take some risk or not?

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


You And Hesham

Personality Compatibility


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