Michael Barber

Examiner
DISC Type : cs

Principal at The Lighting Practice

Philadelphia, Pennsylvania, United States

Overview

Michael has no verified overview

Personality Overview

Late Adopter

Status Quo Seeker

Overcautious

They do not like taking risks at all and go for proven options in the end.  They are always well-planned and adopt a systematic approach. The only way to convince them is by showing them examples and ample proof.

Topics They Care About

Michael has no verified topics they care about

Media Appearances

Michael has no verified media appearances

Work History

Principal at The Lighting Practice
4-1998 - 4-2008
Assistant Adjunct Professor at Drexel University
1-1994 - 1-1995
Design/Sales Engineer at Designplan Lighting

Education

1988 - 1993
Bachelor of Architectural Engineering from Penn State University

More Information

Social Presence :

Prographics :

Exp : 11 Location : Philadelphia, Pennsylvania, United States Job Level : Mid-senior Designation : Principal at The Lighting Practice
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Be firm in your communication and stay in control
  • Expect them to be slow and cautious, encourage them to ask more questions
  • Expect them to be vague in response to your questions, ask firmly and pointedly

DONT's

  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Don't push them too hard to make fast decisions, give them time
  • 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 Michael 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 Michael

  • 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 Michael move?

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

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

You And Michael

Personality Compatibility


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