Lars Micheel

Examiner
DISC Type : cs

Head of SAP Solution Delivery, CTO Portfolio Business Unit SAP at T-Systems International GmbH

Magdeburg, Saxony-Anhalt, Germany

Overview

Lars has no verified overview

Personality Overview

Status Quo Seeker

Late Adopter

Process Oriented

They are always well-planned and adopt a systematic approach.  They do not like taking risks at all and go for proven options in the end. Being observant comes to them naturally.

Topics They Care About

Lars has no verified topics they care about

Media Appearances

Lars has no verified media appearances

Work History

1-2019
Head of SAP Solution Delivery, CTO Portfolio Business Unit SAP at T-Systems International GmbH
4-2014
Head of GDU SAP Solution Delivery at T-Systems International GmbH
4-1999
none at T-Systems

Education

1993 - 1999
Education details unavailable from Otto-von-Guericke University Magdeburg

More Information

Social Presence :

Prographics :

Exp : 26 Location : Magdeburg, Saxony-Anhalt, Germany Job Level : Leadership Designation : Head of SAP Solution Delivery, CTO Portfolio Business Unit SAP at T-Systems International GmbH
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Insights For Selling To Lars

During A Call Or A Meeting

DO's

  • Expect them to be slow and cautious, encourage them to ask more questions
  • Be firm in your communication and stay in control
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them

DONT's

  • Don't rely on relationship building even if they act pleasantly
  • Don't push them too hard to make fast decisions, give them time
  • Avoid getting into storytelling mode, especially when they ask specific questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Lars is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Lars

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Lars move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Lars take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Lars

Personality Compatibility


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