Jon Little

Questioner
DISC Type : c

IT Service Delivery Regional Manager, Europe at Catalent Pharma Solutions

Eberbach, Baden-Württemberg, Germany

Overview

Jon has no verified overview

Personality Overview

Not Easily Convinced

Value Seeker

Price-Sensitive

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They are more likely than others to negotiate on pricing and terms.

Topics They Care About

Jon has no verified topics they care about

Media Appearances

Jon has no verified media appearances

Work History

8-2018
IT Service Delivery Regional Manager, Europe at Catalent Pharma Solutions
2-2018 - 7-2018
IT Manager Germany at Catalent Pharma Solutions
6-2009 - 1-2018
Head of IT Operations + Infrastructure at Verivox GmbH
8-2005 - 5-2009
Head of IT at Verivox GmbH
9-2001 - 7-2005
Senior Developer at Verivox GmbH

Education

1992 - 1996
BSc from The University of Manchester
1985 - 1992
A-Levels from Bootham School, York

More Information

Social Presence :

Prographics :

Exp : 29 Location : Eberbach, Baden-Württemberg, Germany Job Level : Middle Designation : IT Service Delivery Regional Manager, Europe at Catalent Pharma Solutions
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Insights For Selling To Jon

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • If you have a lower priced product compared to the competition, call out the same
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Jon 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 Jon

  • 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 Jon move?

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

  • Can Jon take some risk or not?

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


You And Jon

Personality Compatibility


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