Michael Lingscheid

Questioner
DISC Type : c

Senior Application Manager bei TCS Deutschland at Tata Consultancy Services

Cologne Bonn Region, Germany

Overview

Michael has no verified overview

Personality Overview

Not Easily Convinced

Systematic

Value Seeker

They are more likely than others to negotiate on pricing and terms.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They prefer to analyze every situation thoroughly.


Topics They Care About

Michael has no verified topics they care about

Media Appearances

Michael has no verified media appearances

Work History

6-2020
Senior Application Manager bei TCS Deutschland at Tata Consultancy Services
6-2006 - 6-2020
Senior Application Manager at Bayer Business Services
6-2002 - 11-2009
Leiter Arbeitsgruppe AGM at Deutsche Gesellschaft für Information und Wissen e.V. (DGI)
5-1987 - 6-2004
Leitender Technischer Mitarbeiter at Bayer

Education

1983 - 1987
Diplom Informatiker from Cologne University of Applied Sciences
1980 - 1981
Fachhochschulreife from Berufsschule köln

More Information

Social Presence :

Prographics :

Exp : 38 Location : Cologne Bonn Region, Germany Job Level : Middle Designation : Senior Application Manager bei TCS Deutschland at Tata Consultancy Services
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Back up any claims with data and numbers
  • Tell them that you will come back if you don’t have a good answer for a question

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

  • 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 risk if they are convinced that they have analyzed the circumstances well.


You And Michael

Personality Compatibility


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