John Gerlach

Critic
DISC Type : C

Information Security Engineer at The University of Southern Mississippi

United States

Overview

John has no verified overview

Personality Overview

Negotiator

ROI Driven

Information Seeker

They choose to analyze logically and value facts to emotions.  It is very likely that they will negotiate pricing or other important terms. Unless the value is proven by data, they are unlikely to value fancy features.

Topics They Care About

John has no verified topics they care about

Media Appearances

John has no verified media appearances

Work History

4-2024
Information Security Engineer at The University of Southern Mississippi
12-2007 - 3-2024
Systems Engineer at Howard Technology Solutions
1-2020 - 7-2022
Chief Warrant Officer 3 at U.S. Army and Army National Guard
2-2017 - 1-2020
Chief Warrant Officer 2 at U.S. Army and Army National Guard
4-2014 - 2-2017
Warrant Officer at U.S. Army and Army National Guard

Education

Bachelor of Applied Science - BASc Cybersecurity from The University of Southern Mississippi
Bachelor of Arts (BA) from University of North Texas

More Information

Social Presence :

Prographics :

Exp : 21 Location : United States Job Level : Mid-senior Designation : Information Security Engineer at The University of Southern Mississippi
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Insights For Selling To John

During A Call Or A Meeting

DO's

  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • Don’t forget to mention how you compare to competition on both features and pricing
  • Tell them what ROI they can expect

DONT's

  • Don’t try to give too many examples of other users, they like to make their own decisions
  • Avoid pushing them too much to involve other stakeholders unless it is critical
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with John is

  • Proven ROI, pricing and objective proof points are the factors that sway their decision.
  • Will you ever get a clear answer from John

  • They are comfortable saying no if they are convinced that it is the correct decision.

Insights For Deal Planning

    How fast (or slow) will John move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can John take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And John

Personality Compatibility


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