John Kliem, PE, CEM

Questioner
DISC Type : c

Director, Federal Energy Strategy at Johnson Controls

Washington DC-Baltimore Area, United States

Overview

John has no verified overview

Personality Overview

Value Seeker

Not Easily Convinced

Cautious & Analytical

They are more likely than others to negotiate on pricing and terms.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They prefer to analyze every situation thoroughly.


Topics They Care About

John has no verified topics they care about

Media Appearances

John has no verified media appearances

Work History

6-2020
Director, Federal Energy Strategy at Johnson Controls
8-2016 - 6-2020
Executive Director, Resilient Energy Program Office at US Navy
7-2014 - 8-2016
Deputy Director, Renewable Energy Program Office at US Navy
10-2013 - 7-2014
Director, Facility Management and Energy at US Navy
6-2011 - 10-2013
Chief of Staff, Office of the Assistant Secretary of Defense, Energy, Installations & Environment at United States Department of Defense

Education

2011 - 2011
Executive Education Program from The Tuck School of Business at Dartmouth
2007 - 2008
Master of Science - MS from Dwight D. Eisenhower School for National Security and Resource Strategy

More Information

Social Presence :

Prographics :

Exp : 27 Location : Washington DC-Baltimore Area, United States Job Level : Mid-senior Designation : Director, Federal Energy Strategy at Johnson Controls
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Insights For Selling To John

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • If you have a lower priced product compared to the competition, call out the same
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • 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 John is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to 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?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can John take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And John

Personality Compatibility


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