John Hansmann

Questioner
DISC Type : c

Vice President at NETSCOUT

Elmhurst, Illinois, United States

Overview

John has no verified overview

Personality Overview

Cautious & Analytical

Value Seeker

Not Easily Convinced

It is quite likely of them to ask for pricing or other concessions.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

John has no verified topics they care about

Media Appearances

John has no verified media appearances

Work History

7-2015
Vice President at NETSCOUT
9-2007 - 7-2015
Regional Sales Director at NETSCOUT
7-2000 - 9-2007
Account Manager at NETSCOUT
6-1995 - 7-2000
Major Account Manager at Novell
1992 - 1995
Account Manager at ASAP Software (Purchased by Dell)

Education

1988 - 1992
BA from Northern Illinois University

More Information

Social Presence :

Prographics :

Exp : 34 Location : Elmhurst, Illinois, United States Job Level : Senior Designation : Vice President at NETSCOUT
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Insights For Selling To John

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Back up any claims with data and numbers

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with John is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from John

  • 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 John move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can John take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And John

Personality Compatibility


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