Michael Cabe

Questioner
DISC Type : c

Director of Customer Experience at Steinway & Sons

New York City Metropolitan Area, United States

Overview

Michael has no verified overview

Personality Overview

Not Easily Convinced

Value Seeker

Cautious & Analytical

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. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Michael has no verified topics they care about

Media Appearances

Michael has no verified media appearances

Work History

1-2022
Director of Customer Experience at Steinway & Sons
11-2017 - 1-2022
Senior Manager, Sales Training & Marketing Initiatives at Steinway & Sons
2-2017 - 11-2017
Training and Marketing Implementation Manager at Steinway & Sons
8-2015 - 5-2017
Global Marketing Implementation Manager at Steinway & Sons
11-2013 - 8-2015
Institutional Sales Representative at Steinway & Sons

Education

2012 - 2015
Master of Business Administration (MBA) from NYU Stern School of Business
2003 - 2005
Master of Music from Manhattan School of Music

More Information

Social Presence :

Prographics :

Exp : 20 Location : New York City Metropolitan Area, United States Job Level : Mid-senior Designation : Director of Customer Experience at Steinway & Sons
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Back up any claims with data and numbers

DONT's

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

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael 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 Michael

  • 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 Michael move?

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

  • Can Michael take some risk or not?

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


You And Michael

Personality Compatibility


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