Mike Hartke

Enigma
DISC Type : Cid

Sales Director at YASH Technologies

Greater Minneapolis-St. Paul Area, United States

Overview

Mike has no verified overview

Personality Overview

Fast Follower

Challenger

Persuasive & Assertive

They are generally strong communicators and are not easy to convince.  They can sound friendly and charming but can quickly change gears to become inquisitive and probing  They are likely to ask many questions and look heavily for supporting proof as well as information.

Topics They Care About

Mike has no verified topics they care about

Media Appearances

Mike has no verified media appearances

Work History

9-2015
Sales Director at YASH Technologies
4-2015 - 6-2015
Business Development Manager at Beyond Impact LLC
3-2010 - 3-2015
Business Development Manager at Modis
1-2009 - 2-2010
Sr. Sales Associate at Freeway Ford
3-2008 - 12-2008
Branch Manager/ Sales at Stopka and Associates

Education

1987 - 1993
BS from St. Cloud State University
1984 - 1987
Bachelor's degree from Simley High School

More Information

Social Presence :

Prographics :

Exp : 17 Location : Greater Minneapolis-St. Paul Area, United States Job Level : Mid-senior Designation : Sales Director at YASH Technologies
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Insights For Selling To Mike

During A Call Or A Meeting

DO's

  • Use a combination of data as well as stories for your pitch, a ppt might not be necessary
  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."
  • Let them lead the discussion, create opportunities for them to speak if they are not very forthcoming

DONT's

  • Avoid long presentations and just 'high-level' value proposition, dive into the details
  • Don’t try to rush them into a decision, provide all necessary information first
  • Avoid making offhand commitments, understand the root of their concerns first

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mike is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Mike

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Mike move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Mike take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Mike

Personality Compatibility


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