Peter Decker

Questioner
DISC Type : c

Technical Sales and Business Development at HARMAN International

Cologne Bonn Region, Germany

Overview

Peter has no verified overview

Personality Overview

Systematic

Value Seeker

Cautious & Analytical

They prefer to analyze every situation thoroughly.
  They are more likely than others to negotiate on pricing and terms. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Peter has no verified topics they care about

Media Appearances

Peter has no verified media appearances

Work History

9-2010
Technical Sales and Business Development at HARMAN International
1-1995 - 6-2005
Project, Technology, Product, People and Unit Manager at Nokia
9-2010
Site Manager at Teleca
Technology Manager at Teleca
Wiss Ang. at RWTH Aachen University

Education

1990 - 1994
Dr. Ing. from RWTH Aachen University
1985 - 1990
Dipl.Ing. from RWTH Aachen University

More Information

Social Presence :

Prographics :

Exp : 26 Location : Cologne Bonn Region, Germany Job Level : Middle Designation : Technical Sales and Business Development at HARMAN International
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Insights For Selling To Peter

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Emphasise more on facts and measurable benefits
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Avoid rushing them, be polite and patient
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Peter 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 Peter

  • 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 Peter move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Peter take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Peter

Personality Compatibility


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