Jörn Graf

Examiner
DISC Type : cs

Head of Endpoint & Application Security at Schwarz IT KG

Kornwestheim, Baden-Württemberg, Germany

Overview

Jörn has no verified overview

Personality Overview

Overcautious

Late Adopter

Unexpressive

The only way to convince them is by showing them examples and ample proof.  They do not like taking risks at all and go for proven options in the end. They are heavily focused on quality and prefer doing things the right way, even if it takes time.

Topics They Care About

Jörn has no verified topics they care about

Media Appearances

Jörn has no verified media appearances

Work History

8-2020
Head of Endpoint & Application Security at Schwarz IT KG
2-2020 - 8-2020
Senior Professional Endpoint & Application Security at Schwarz IT KG
3-2019 - 2-2020
Senior Professional IT Client Technologien at Schwarz IT KG

Education

Jörn has no verified education history

More Information

Social Presence :

Prographics :

Exp : 6 Location : Kornwestheim, Baden-Württemberg, Germany Job Level : Mid-senior Designation : Head of Endpoint & Application Security at Schwarz IT KG
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Insights For Selling To Jörn

During A Call Or A Meeting

DO's

  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • Be firm in your communication and stay in control
  • Ask them which other stakeholders would be important for this purchase decision

DONT's

  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Don't push them too hard to make fast decisions, give them time
  • Don't rely on relationship building even if they act pleasantly

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Jörn is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Jörn

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Jörn move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Jörn take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Jörn

Personality Compatibility


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