Johan Van der Hilst

Editor
DISC Type : CS

Dir Business Development at ASM

Portland, Oregon, United States

Overview

Johan has no verified overview

Personality Overview

Late Adopter

Slow Buyer

Skeptic

Being observant comes to them naturally.  They are heavily focused on quality and prefer doing things the right way, even if it takes time. They tend to be clear about their needs and limitations and are unlikely to promise too much.

Topics They Care About

Johan has no verified topics they care about

Media Appearances

Johan has no verified media appearances

Work History

1-2021
Dir Business Development at ASM
1-2006 - 6-2023
Product Manager US region at ASM
8-2002 - 1-2006
Program Manager at ASM

Education

2005 - 2008
MBA from Portland State University
2005 - 2007
Master from Portland State University - School of Business

More Information

Social Presence :

Prographics :

Exp : 23 Location : Portland, Oregon, United States Job Level : N/A Designation : Dir Business Development at ASM
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Insights For Selling To Johan

During A Call Or A Meeting

DO's

  • Share whitepapers or case studies that showcase measurable results instead of just telling customer stories
  • Use phrases like 'results based on data', 'measurable proof', 'X% growth' etc.
  • Use a presentation with information before getting into a live product walkthrough

DONT's

  • Don't ask them to move fast, let them take their time and digest all the information
  • Give it some time before you try to build rapport and a relationship, it doesn't come to them naturally
  • 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 Johan is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Johan

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Johan move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can Johan take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Johan

Personality Compatibility


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