Lochmann Detlef

Examiner
DISC Type : cs

Director IT Audit & Advisory at Mazars

Düsseldorf, North Rhine-Westphalia, Germany

Overview

Lochmann has no verified overview

Personality Overview

Late Adopter

Unexpressive

Overcautious

They do not like taking risks at all and go for proven options in the end.  They are heavily focused on quality and prefer doing things the right way, even if it takes time. The only way to convince them is by showing them examples and ample proof.

Topics They Care About

Lochmann has no verified topics they care about

Media Appearances

Lochmann has no verified media appearances

Work History

9-2004
Director IT Audit & Advisory at Mazars
8-1998 - 9-2004
IT Consultant at Unternehmensberatung
11-1992 - 8-1998
Interner IT-Prüfer at Stinnes AG

Education

Lochmann has no verified education history

More Information

Social Presence :

Prographics :

Exp : 33 Location : Düsseldorf, North Rhine-Westphalia, Germany Job Level : Mid-senior Designation : Director IT Audit & Advisory at Mazars
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Insights For Selling To Lochmann

During A Call Or A Meeting

DO's

  • Be firm in your communication and stay in control
  • Ask them which other stakeholders would be important for this purchase decision
  • Expect them to be vague in response to your questions, ask firmly and pointedly

DONT's

  • Don't rely on relationship building even if they act pleasantly
  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't use phrases like 'do not worry', 'i promise' etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Lochmann 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 Lochmann

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

Insights For Deal Planning

    How fast (or slow) will Lochmann move?

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

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

You And Lochmann

Personality Compatibility


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