Michael Lockwood

Questioner
DISC Type : c

Enterprise Desktop Support Analyst. at Hearst Technology

Lawrenceville, Georgia, United States

Overview

Michael has no verified overview

Personality Overview

Not Easily Convinced

Value Seeker

Price-Sensitive

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They are more likely than others to negotiate on pricing and terms.

Topics They Care About

Michael has no verified topics they care about

Media Appearances

Michael has no verified media appearances

Work History

5-2017
Enterprise Desktop Support Analyst. at Hearst Technology
1-2005
Owner at Assured Services
10-2008 - 6-2016
Fitness Instructor at La Fitness
4-2004 - 9-2008
Scuba and Swim Instructor at Elements Scuba
Computer Network Consultant at Lockwood Consulting

Education

2010 - 2014
BS IT - Network Design and Management from Western Governors University
1983 - 1986
Education details unavailable from Georgia State University

More Information

Social Presence :

Prographics :

Exp : 20 Location : Lawrenceville, Georgia, United States Job Level : Mid-senior Designation : Enterprise Desktop Support Analyst. at Hearst Technology
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Tell them that you will come back if you don’t have a good answer for a question
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t try to be too friendly or informal with them

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?

  • 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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