Ken Wood

Enigma
DISC Type : cdi

CEO PBT Group South Africa & Europe at PBT Group

Stellenbosch, Western Cape, South Africa

Overview

Ken has no verified overview

Personality Overview

Friendly Yet Blunt

Challenger

Persuasive & Assertive

They are generally strong communicators and are not easy to convince.  They are likely to ask many questions and look heavily for supporting proof as well as information. They can sound friendly and charming but can quickly change gears to become inquisitive and probing

Topics They Care About

Ken has no verified topics they care about

Media Appearances

Ken has no verified media appearances

Work History

12-2001
CEO PBT Group South Africa & Europe at PBT Group

Education

Ken has no verified education history

More Information

Social Presence :

Prographics :

Exp : 24 Location : Stellenbosch, Western Cape, South Africa Job Level : Leadership Designation : CEO PBT Group South Africa & Europe at PBT Group
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Insights For Selling To Ken

During A Call Or A Meeting

DO's

  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."
  • Use a combination of data as well as stories for your pitch, a ppt might not be necessary
  • Let them lead the discussion, create opportunities for them to speak if they are not very forthcoming

DONT's

  • Don’t be too objective but make sure to pad your storytelling with data points
  • Avoid making offhand commitments, understand the root of their concerns first
  • Avoid long presentations and just 'high-level' value proposition, dive into the details

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ken is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Ken

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Ken move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Ken take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Ken

Personality Compatibility


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