Michael J. Burns

Critic
DISC Type : C

Sales Engineer II at Stark Tech

Bemus Point, New York, United States

Overview

Michael has no verified overview

Personality Overview

Precise

Critic

Information Seeker

Unless the value is proven by data, they are unlikely to value fancy features.  They choose to analyze logically and value facts to emotions. It is very likely that they will negotiate pricing or other important terms.

Topics They Care About

Michael has no verified topics they care about

Media Appearances

Michael has no verified media appearances

Work History

6-2018
Sales Engineer II at Stark Tech
6-2018 - 6-2019
Service Sales Engineer at U&S Services, Inc.
11-2017 - 6-2018
Data Integration Developer at Cattaraugus-Allegany BOCES
3-2016 - 9-2016
Account Manager at CentricsIT

Education

2013 - 2017
Bachelor’s Degree from State University of New York at Fredonia
2009 - 2013
High School from Maple Grove High School

More Information

Social Presence :

Prographics :

Exp : 9 Location : Bemus Point, New York, United States Job Level : Middle Designation : Sales Engineer II at Stark Tech
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Insights For Selling To Michael J.

During A Call Or A Meeting

DO's

  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.
  • Be formal and objective, they will appreciate it more

DONT's

  • Don't give superficial answers, they are easily rattled by them
  • Do not use very emotional or colorful language
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael J. is

  • Proven ROI, pricing and objective proof points are the factors that sway their decision.
  • Will you ever get a clear answer from Michael J.

  • They are comfortable saying no if they are convinced that it is the correct decision.

Insights For Deal Planning

    How fast (or slow) will Michael J. move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Michael J. take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Michael J.

Personality Compatibility


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