Stefan Müller

Examiner
DISC Type : sc

Leiter IT Security (CISO) // Projekte at SRH IT Solutions GmbH

Heidelberg, Baden-Württemberg, Germany

Overview

Stefan has no verified overview

Personality Overview

Process Oriented

Overcautious

Unexpressive

Being observant comes to them naturally.  The only way to convince them is by showing them examples and ample proof. They are heavily focused on quality and prefer doing things the right way, even if it takes time.

Topics They Care About

Stefan has no verified topics they care about

Media Appearances

Stefan has no verified media appearances

Work History

8-2016
Leiter IT Security (CISO) // Projekte at SRH IT Solutions GmbH
1-2002 - 7-2016
Leiter IT at SRH Holding
1999 - 2001
Leiter Service und Support at e/t/s didactic media
8-1996 - 12-1998
Leiter Telelearning at Berufsförderungswerk Heidelberg

Education

Dr. rer. nat. from Karlsruhe Institute of Technology (KIT)

More Information

Social Presence :

Prographics :

Exp : 29 Location : Heidelberg, Baden-Württemberg, Germany Job Level : N/A Designation : Leiter IT Security (CISO) // Projekte at SRH IT Solutions GmbH
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Insights For Selling To Stefan

During A Call Or A Meeting

DO's

  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • Ask them which other stakeholders would be important for this purchase decision

DONT's

  • Don't rely on relationship building even if they act pleasantly
  • Don't be very accepting if that is your natural style, stay firm
  • Avoid getting into storytelling mode, especially when they ask specific questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Stefan is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Stefan

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Stefan move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Stefan take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Stefan

Personality Compatibility


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