Lutz Jänicke

Examiner
DISC Type : cs

Corporate Product & Solution Security Officer at Phoenix Contact

Berlin Metropolitan Area, Germany

Overview

Lutz has no verified overview

Personality Overview

Tough To Convince

Process Oriented

Overcautious

They tend to have clarity about their needs and constraints, and are unlikely to over-promise.  Being observant comes to them naturally. The only way to convince them is by showing them examples and ample proof.

Topics They Care About

Lutz has no verified topics they care about

Media Appearances

Lutz has no verified media appearances

Work History

11-2019
Corporate Product & Solution Security Officer at Phoenix Contact
4-2016 - 11-2019
Product & Solution Security Officer at Phoenix Contact
1-2016 - 3-2016
Head of Industrie 4.0 Security Technology & Secure Embedded OS at Phoenix Contact
2-2002 - 12-2015
CTO at Phoenix Contact
10-1995 - 9-2001
Senior Engineer at Brandenburgische Technische Universität

Education

1983 - 1994
Dipl-Ing. from Technische Universität Berlin

More Information

Social Presence :

Prographics :

Exp : 29 Location : Berlin Metropolitan Area, Germany Job Level : N/A Designation : Corporate Product & Solution Security Officer at Phoenix Contact
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Insights For Selling To Lutz

During A Call Or A Meeting

DO's

  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • Expect them to be vague in response to your questions, ask firmly and pointedly

DONT's

  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Don't be very accepting if that is your natural style, stay firm

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Lutz is

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

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Lutz move?

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

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

You And Lutz

Personality Compatibility


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