Lutz Kercher

Questioner
DISC Type : c

Division Vice President and Commercial Director CET at Corning Incorporated

Corning, New York, United States

Overview

Lutz has no verified overview

Personality Overview

Value Seeker

Cautious & Analytical

Not Easily Convinced

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  They are more likely than others to negotiate on pricing and terms. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Lutz has no verified topics they care about

Media Appearances

Lutz has no verified media appearances

Work History

7-2022
Division Vice President and Commercial Director CET at Corning Incorporated
10-2020 - 7-2022
Heavy Duty Business Director at Corning Incorporated
11-2017 - 10-2020
GPF Program Director at Corning Incorporated
8-2004 - 8-2007
Lead Application Engineer at Corning GmbH
8-1999 - 8-2004
Application Engineer at Corning GmbH

Education

2019 - 2020
Education details unavailable from The Tuck School of Business at Dartmouth
1992 - 1999
Mechanical Engineering from University of Stuttgart

More Information

Social Presence :

Prographics :

Exp : 18 Location : Corning, New York, United States Job Level : Senior Designation : Division Vice President and Commercial Director CET at Corning Incorporated
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Insights For Selling To Lutz

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t overhype the product/pitch, keep it measured
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Lutz is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Lutz

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Lutz move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Lutz take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Lutz

Personality Compatibility


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