Horacio Borghese

Questioner
DISC Type : c

Business Process Manager at SÜSS MicroTec

Cologne Bonn Region, Germany

Overview

Horacio has no verified overview

Personality Overview

Value Seeker

Not Easily Convinced

Price-Sensitive

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  They are more likely than others to negotiate on pricing and terms. They prefer to do thorough analysis of any situation.

Topics They Care About

Horacio has no verified topics they care about

Media Appearances

Horacio has no verified media appearances

Work History

9-2023
Business Process Manager at SÜSS MicroTec
4-2022 - 4-2023
Vice President Quality at AIXTRON SE
1-2019 - 3-2022
Director Quality at AIXTRON SE
6-2012 - 12-2018
Senior Department Manager Product Quality at AIXTRON SE
5-2009 - 5-2012
Leiter Qualitätsmanagement im Einkauf at DEUTZ AG

Education

1999 - 2005
Dr. Ing. from RWTH Aachen University
2-1988 - 5-1993
Master of Engineering - MEng from Universidad Católica de Córdoba

More Information

Social Presence :

Prographics :

Exp : 25 Location : Cologne Bonn Region, Germany Job Level : Middle Designation : Business Process Manager at SÜSS MicroTec
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Insights For Selling To Horacio

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Tell them that you will come back if you don’t have a good answer for a question
  • Share as much information as possible regarding your product

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Horacio 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 Horacio

  • 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 Horacio move?

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

  • Can Horacio take some risk or not?

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


You And Horacio

Personality Compatibility


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