Michael Sternberg

Examiner
DISC Type : cs

Partner at Hoffman, Sternberg, Karpf & Lynch, LLC.

Greater Philadelphia, United States

Overview

Michael has no verified overview

Personality Overview

Unexpressive

Status Quo Seeker

Process Oriented

They are heavily focused on quality and prefer doing things the right way, even if it takes time.  They are always well-planned and adopt a systematic approach. Being observant comes to them naturally.

Topics They Care About

Michael has no verified topics they care about

Media Appearances

Michael has no verified media appearances

Work History

2-1993
Partner at Hoffman, Sternberg, Karpf & Lynch, LLC.

Education

1989 - 1992
Education details unavailable from Penn State Dickinson Law
1982 - 1986
BS from Penn State University

More Information

Social Presence :

Prographics :

Exp : 33 Location : Greater Philadelphia, United States Job Level : N/A Designation : Partner at Hoffman, Sternberg, Karpf & Lynch, LLC.
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Ask them which other stakeholders would be important for this purchase decision
  • Expect them to be slow and cautious, encourage them to ask more questions
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them

DONT's

  • Don't rely on relationship building even if they act pleasantly
  • Don't push them too hard to make fast decisions, give them time
  • Avoid getting into storytelling mode, especially when they ask specific questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • 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 are some of the slowest movers and take their time reaching decisions.
  • Can Michael take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Michael

Personality Compatibility


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