Johann Furthner

Examiner
DISC Type : cs

Head Of Department "Signal Analysis and Timing Systems" at Deutsches Zentrum für Luft-und Raumfahrt e.V. / Galileo Competence Center

Greater Munich Metropolitan Area, Germany

Overview

Johann has no verified overview

Personality Overview

Late Adopter

Unexpressive

Process Oriented

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. Being observant comes to them naturally.

Topics They Care About

Johann has no verified topics they care about

Media Appearances

Johann has no verified media appearances

Work History

11-2019
Head Of Department "Signal Analysis and Timing Systems" at Deutsches Zentrum für Luft-und Raumfahrt e.V. / Galileo Competence Center
10-2011 - 10-2019
Group Leader GNS Systems at DLR
4-2009 - 9-2011
Senior Scientist at DLR
11-2008 - 3-2009
Scientist - Engineer at ESA
9-1995 - 10-2008
Scientist - Engineer at Deutsches Zentrum für Luft-und Raumfahrt e.V. / Institute of Communications and Navigation

Education

1990 - 1995
Ph.D. from University of Regensburg
1984 - 1990
Diplom from University of Regensburg

More Information

Social Presence :

Prographics :

Exp : 30 Location : Greater Munich Metropolitan Area, Germany Job Level : Mid-senior Designation : Head Of Department "Signal Analysis and Timing Systems" at Deutsches Zentrum für Luft-und Raumfahrt e.V. / Galileo Competence Center
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Insights For Selling To Johann

During A Call Or A Meeting

DO's

  • Be firm in your communication and stay in control
  • Ask them which other stakeholders would be important for this purchase decision
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them

DONT's

  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Don't rely on relationship building even if they act pleasantly
  • Avoid getting into storytelling mode, especially when they ask specific questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Johann is

  • Adoption by others is very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Johann

  • 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 Johann move?

  • They don't like to hasten, so their speed of decision-making may be slow.
  • Can Johann take some risk or not?

  • They have little willingness to take risks, and prefer making calculated decisions.

You And Johann

Personality Compatibility


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