Len Kientz, CEP, CEM, CSDP and REP

Examiner
DISC Type : cs

Director, Energy Management at Evonik

Wayne, New Jersey, United States

Overview

Len has no verified overview

Personality Overview

Late Adopter

Overcautious

Process Oriented

They do not like taking risks at all and go for proven options in the end.  The only way to convince them is by showing them examples and ample proof. Being observant comes to them naturally.

Topics They Care About

Len has no verified topics they care about

Media Appearances

Len has no verified media appearances

Work History

6-2012
Director, Energy Management at Evonik
1-2008 - 12-2011
Energy Consulting and Sustainability Sales and Account Management at DomeTech/ Noresco/ United Technologies
2005 - 2008
Fuel Manager at Supreme Energy, Inc.
2003 - 2005
Account Manager at Suez Energy

Education

BSEE from New Jersey Institute of Technology

More Information

Social Presence :

Prographics :

Exp : 22 Location : Wayne, New Jersey, United States Job Level : Mid-senior Designation : Director, Energy Management at Evonik
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Insights For Selling To Len

During A Call Or A Meeting

DO's

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

DONT's

  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Don't be very accepting if that is your natural style, stay firm
  • 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 Len is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Len

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

Insights For Deal Planning

    How fast (or slow) will Len move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can Len take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Len

Personality Compatibility


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