Stefan Jekel

Questioner
DISC Type : c

Head of International Listings - NYSE at ICE

New York, New York, United States

Overview

Stefan has no verified overview

Personality Overview

Price-Sensitive

Value Seeker

Systematic

They are more likely than others to negotiate on pricing and terms.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. They prefer to fully evaluate every situation.

Topics They Care About

Stefan has no verified topics they care about

Media Appearances

Stefan has no verified media appearances

Work History

Head of International Listings - NYSE at ICE
Managing Director - International Listings at ICE
Managing Director - International Listings at NYSE Euronext
Managing Director at NYSE Euronext
Managing Director at NYSE Group

Education

2019 - 2019
Transforming Customer Experiences from Harvard Business School Executive Education
2018 - 2018
Changing the Game from Harvard Business School Executive Education

More Information

Social Presence :

Prographics :

Exp : N/A Location : New York, New York, United States Job Level : Mid-senior Designation : Head of International Listings - NYSE at ICE
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Insights For Selling To Stefan

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Share as much information as possible regarding your product
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Don’t try to be too friendly or informal with them
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid rushing them, be polite and patient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Stefan 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 Stefan

  • 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 Stefan move?

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

  • Can Stefan take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Stefan

Personality Compatibility


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