Lorenz Gross

Wildcard
DISC Type : csi

Chief Purchasing Officer at BOBST

Zurich, Switzerland

Overview

Lorenz has no verified overview

Personality Overview

Curious But Skeptical

Requires Proof

Friendly But Slow

They typically tend to be late adopters even when they seem friendly and excited about what you have to sell  They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions They are often friendly and nice, but can sometimes suprise you with their piercing questions

Topics They Care About

Lorenz has no verified topics they care about

Media Appearances

Lorenz has no verified media appearances

Work History

1-2021
Chief Purchasing Officer at BOBST
5-2019
Group General Counsel at BOBST
11-2017 - 3-2019
Corporate Counsel / Executive at Aptiv
5-2017 - 11-2017
Purchasing Director, Global Consumption & Specifications Management at Delphi
10-2014 - 4-2017
Director, Head of Indirect/M&E Purchasing EMEA at Delphi

Education

2004 - 2005
LL.M. from New York University School of Law
1993 - 1998
lic.iur. from University of Zurich

More Information

Social Presence :

Prographics :

Exp : 21 Location : Zurich, Switzerland Job Level : Leadership Designation : Chief Purchasing Officer at BOBST
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Insights For Selling To Lorenz

During A Call Or A Meeting

DO's

  • Ask them questions to understand their needs better while staying affable
  • Help them realize that there is no personal risk in making this decision
  • Share testimonials from known people and give multiple examples of product value

DONT's

  • Do not sound overly eager, modulate your energy levels especially if you are generally enthusiastic
  • Don't ask them to move fast, let them take their time and digest all the information
  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Lorenz is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Lorenz

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Lorenz move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Lorenz take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Lorenz

Personality Compatibility


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