Stefan Eling

Critic
DISC Type : C

IT-Service Manager at Sopra Steria

Greater Hamburg Area, Germany

Overview

Stefan has no verified overview

Personality Overview

Information Seeker

Negotiator

ROI Driven

They are quite likely to negotiate on pricing or other key terms.  They prefer to analyze logically and value objective facts over emotions. They don’t appreciate bells and whistles unless backed by data.

Topics They Care About

Stefan has no verified topics they care about

Media Appearances

Stefan has no verified media appearances

Work History

2-2010
IT-Service Manager at Sopra Steria
7-2000 - 1-2010
IT-Support / Onsite Services at Sopra Steria

Education

1998 - 2000
Fachinformatiker Systemintegration from FHH Neuss

More Information

Social Presence :

Prographics :

Exp : 25 Location : Greater Hamburg Area, Germany Job Level : Middle Designation : IT-Service Manager at Sopra Steria
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Insights For Selling To Stefan

During A Call Or A Meeting

DO's

  • Don’t forget to mention how you compare to competition on both features and pricing
  • Be formal and objective, they will appreciate it more
  • Keep some extra margin while sharing pricing, they are likely to negotiate later

DONT's

  • Avoid pushing them too much to involve other stakeholders unless it is critical
  • Do not use very emotional or colorful language
  • Don’t try to give too many examples of other users, they like to make their own decisions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Stefan is

  • Proof of ROI, low pricing and objective proof points are the important factors for them.
  • Will you ever get a clear answer from Stefan

  • They do not mind saying no if they believe that it is the right decision.

Insights For Deal Planning

    How fast (or slow) will Stefan move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Stefan take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Stefan

Personality Compatibility


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