Mike Hench

Wildcard
DISC Type : sci

National Sales Manager, Key Accounts at Coastal Source

West Palm Beach, Florida, United States

Overview

Mike is an experienced sales leader with a long history as a business owner in the custom integration industry, having previously served as President of L. P. Hench Company. He now leverages his deep market knowledge as the National Sales Manager for Key Accounts at Coastal Source. People familiar with his work describe him as a professional, insightful, and natural leader.

Mikes professional life in high-end AV and custom integration suggests a strong personal interest in the technology he represents. A proud alumnus of the University of Florida, where he earned both his BA and MBA, he maintains a connection to the university community.

He is passionate about nurturing the next generation of talent in his field, creating opportunities for aspiring engineers.

Personality Overview

Friendly But Slow

ROI Driven

Curious But Skeptical

They typically tend to be late adopters even when they seem friendly and excited about what you have to sell  They are often friendly and nice, but can sometimes suprise you with their piercing questions  They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions

Topics They Care About

Custom Integration
His career, from founding his own firm to his current national role at Coastal Source, is centered on the custom electronics and integration industry.
Outdoor Audio & Lighting
He is a subject matter expert for Coastal Source, recently presenting and training dealers on the company's new lines of outdoor-focused products.
Sales Leadership
His career includes decades as a business president and now a National Sales Manager, supported by recommendations calling him a "natural leader" and "mentor".

Media Appearances

Mike Hench - Coastal Source. Featured in Coastal Source

See Now

Work History

12-2020
National Sales Manager, Key Accounts at Coastal Source
1-1980
President at L.P. Hench Company

Education

1973 - 1975
MBA from University of Florida - Warrington College of Business
1971 - 1973
BA from University of Florida

More Information

Social Presence :

Prographics :

Exp : 46 Location : West Palm Beach, Florida, United States Job Level : Middle Designation : National Sales Manager, Key Accounts at Coastal Source
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Insights For Selling To Mike

During A Call Or A Meeting

DO's

  • Share testimonials from known people and give multiple examples of product value
  • Ask them questions to understand their needs better while staying affable
  • Be prepared for a lot of questions, answer them objectively

DONT's

  • Don't ask them to move fast, let them take their time and digest all the information
  • Do not sound overly eager, modulate your energy levels especially if you are generally enthusiastic
  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mike is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Mike

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Mike move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Mike take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Mike

Personality Compatibility


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