John Salsman

Questioner
DISC Type : c

Vice President, Global Professional Services at Lexmark International, Inc.

Lexington, Kentucky, United States

Overview

John has no verified overview

Personality Overview

Value Seeker

Systematic

Not Easily Convinced

They prefer to analyze every situation thoroughly.
  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. They are more likely than others to negotiate on pricing and terms.

Topics They Care About

John has no verified topics they care about

Media Appearances

John has no verified media appearances

Work History

2-2017
Vice President, Global Professional Services at Lexmark International, Inc.
2-2015 - 1-2017
Director, North America Professional Services at Lexmark International, Inc.
1-2006 - 2-2015
Director, US Professional Services at Lexmark International, Inc.
Sales at Xerox

Education

2001 - 2003
Masters from Xavier University - Williams College of Business
1982 - 1986
BA from University of Kentucky

More Information

Social Presence :

Prographics :

Exp : 20 Location : Lexington, Kentucky, United States Job Level : Senior Designation : Vice President, Global Professional Services at Lexmark International, Inc.
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Insights For Selling To John

During A Call Or A Meeting

DO's

  • Tell them that you will come back if you don’t have a good answer for a question
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Emphasise more on facts and measurable benefits

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid rushing them, be polite and patient
  • 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

  • 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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