Mike Phillips

Wildcard
DISC Type : ics

Software Security Architect at Dell

El Paso, Texas, United States

Overview

Mike has no verified overview

Personality Overview

Requires Proof

ROI Driven

Curious But Skeptical

They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions  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

Topics They Care About

Mike has no verified topics they care about

Media Appearances

Mike has no verified media appearances

Work History

8-2005
Software Security Architect at Dell

Education

Mike has no verified education history

More Information

Social Presence :

Prographics :

Exp : 20 Location : El Paso, Texas, United States Job Level : N/A Designation : Software Security Architect at Dell
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Insights For Selling To Mike

During A Call Or A Meeting

DO's

  • Help them realize that there is no personal risk in making this decision
  • Use phrases like ‘clear proof that’, ‘data shows’ etc.
  • Invite them for a social do but don’t rely solely on the relationship

DONT's

  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.
  • Avoid winging it with them particularly, answer a question only if you know the answer well
  • Don't ask them to move fast, let them take their time and digest all the information

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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