Michael Culbertson

Enigma
DISC Type : cid

Vice President of Operations at BMWC Constructors

Indianapolis, Indiana, United States

Overview

Michael has no verified overview

Personality Overview

Challenger

Friendly Yet Blunt

Fast Follower

They can sound friendly and charming but can quickly change gears to become inquisitive and probing  They are likely to ask many questions and look heavily for supporting proof as well as information. They are generally strong communicators and are not easy to convince.

Topics They Care About

Michael has no verified topics they care about

Media Appearances

Michael has no verified media appearances

Work History

1-2025
Vice President of Operations at BMWC Constructors
1-2020 - 4-2025
Area Manager at BMWC Constructors
1-2020
Account Manager at BMWC Constructors

Education

1999 - 2003
Building Construction Management from Purdue University

More Information

Social Presence :

Prographics :

Exp : 5 Location : Indianapolis, Indiana, United States Job Level : Senior Designation : Vice President of Operations at BMWC Constructors
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Help them realize that any personal risk in making this decision is far less compared to what the results could mean for them
  • Use phrases like ‘clear evidence’, ‘data-based results’ etc.
  • Let them lead the discussion, create opportunities for them to speak if they are not very forthcoming

DONT's

  • Don’t rely excessively on your relationship with them to win the deal even if you come to form one
  • Don’t be too objective but make sure to pad your storytelling with data points
  • Avoid long presentations and just 'high-level' value proposition, dive into the details

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Michael

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Michael move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Michael take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Michael

Personality Compatibility


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