Michael Garn

Questioner
DISC Type : c

Business Development Manager at Wrentham Tool Group, a Phillips Screw Company Affiliate

Medina, Ohio, United States

Overview

Michael has no verified overview

Personality Overview

Not Easily Convinced

Systematic

Value Seeker

They prefer to fully evaluate every situation.  It is quite likely of them to ask for pricing or other concessions. 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

1-2026
Business Development Manager at Wrentham Tool Group, a Phillips Screw Company Affiliate
9-2015 - 2-2026
Regional Sales Manager at Connor Corporation
10-2011 - 2-2026
Business Development Manager at Dynacast
7-2010 - 10-2011
Key Account Manager at Dynacast
11-2008 - 7-2010
Sales Engineer at Dynacast

Education

1986 - 1990
Bachelor of Education (B.Ed.) from University of Mount Union
1997 - 1999
Master's degree from Ashland University

More Information

Social Presence :

Prographics :

Exp : 26 Location : Medina, Ohio, United States Job Level : Middle Designation : Business Development Manager at Wrentham Tool Group, a Phillips Screw Company Affiliate
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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
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Back up any claims with data and numbers

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Avoid rushing them, be polite and patient
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for 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?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Michael take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Michael

Personality Compatibility


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