Michael Kirchner

Examiner
DISC Type : cs

President at ZEISS Industrial Metrology

Minneapolis, Minnesota, United States

Overview

Michael has no verified overview

Personality Overview

Overcautious

Status Quo Seeker

Tough To Convince

The only way to convince them is by showing them examples and ample proof.  They are always well-planned and adopt a systematic approach. They are quite aware of their needs and limitations, so they are unlikely to over-promise.

Topics They Care About

Michael has no verified topics they care about

Media Appearances

Michael has no verified media appearances

Work History

10-2012
President at ZEISS Industrial Metrology
10-2004 - 9-2012
General Manager Carl Zeiss IMT Shanghai at ZEISS Industrial Metrology
8-1997 - 9-2004
Vice President Of Services at ZEISS Industrial Metrology
10-1995 - 10-1997
Area Sales Manager at ZEISS Industrial Metrology
4-1995 - 9-1995
Product Manager at ZEISS Industrial Metrology

Education

1983 - 1987
Education details unavailable from Aalen University

More Information

Social Presence :

Prographics :

Exp : 38 Location : Minneapolis, Minnesota, United States Job Level : N/A Designation : President at ZEISS Industrial Metrology
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • Expect them to be slow and cautious, encourage them to ask more questions
  • First of all, focus on building their confidence by sharing examples, case studies etc.

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

  • For them, low risk and acceptance by others are very important, followed by proof of ROI.
  • Will you ever get a clear answer from Michael

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Michael move?

  • They do not like to take decisions in a hurry, so they could be slow in making their mind up.
  • Can Michael take some risk or not?

  • They are low on risk-appetite and prefer to make informed decisions.

You And Michael

Personality Compatibility


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