Michael Leuschner

Questioner
DISC Type : c

Vice President Solution Specialists at Springer Nature

Heidelberg, Baden-Württemberg, Germany

Overview

Michael has no verified overview

Personality Overview

Not Easily Convinced

Cautious & Analytical

Systematic

They prefer to do thorough analysis of any situation.  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

3-2017
Vice President Solution Specialists at Springer Nature
2-2015 - 2-2017
Regional Sales Manager DACH, East Europe, Russia & Central Asia at ProQuest
1-2015 - 1-2015
in between at short sabbatical
9-2012 - 12-2014
Commercial Director EMEA at Swets Information Services
1-2011 - 8-2012
Sales & Marketing Director at Swets Information Services

Education

2006 - 2008
MBA from International School of Management, Germany
1987 - 1993
Master from Deutsche Sporthochschule Köln

More Information

Social Presence :

Prographics :

Exp : 18 Location : Heidelberg, Baden-Württemberg, Germany Job Level : Senior Designation : Vice President Solution Specialists at Springer Nature
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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
  • Emphasise more on facts and measurable benefits

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t overhype the product/pitch, keep it measured
  • Avoid rushing them, be polite and patient

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 some risk if they are confident that they have analyzed the circumstances well.


You And Michael

Personality Compatibility


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