Stephen Henning

Examiner
DISC Type : sc

Founding Partner at Wood Smith Henning & Berman LLP

Los Angeles, California, United States

Overview

Stephen has no verified overview

Personality Overview

Status Quo Seeker

Tough To Convince

Unexpressive

They are thorough and always follow a systematic approach.  They tend to have clarity about their needs and constraints, and are unlikely to over-promise. They are heavily focused on quality and prefer doing things the right way, even if it takes time.

Topics They Care About

Stephen has no verified topics they care about

Media Appearances

Stephen has no verified media appearances

Work History

1-1997
Founding Partner at Wood Smith Henning & Berman LLP

Education

Education details unavailable from University of Nebraska College of Law
JD from University of Nebraska-Lincoln

More Information

Social Presence :

Prographics :

Exp : 29 Location : Los Angeles, California, United States Job Level : N/A Designation : Founding Partner at Wood Smith Henning & Berman LLP
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Insights For Selling To Stephen

During A Call Or A Meeting

DO's

  • Expect them to be slow and cautious, encourage them to ask more questions
  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Ask them which other stakeholders would be important for this purchase decision

DONT's

  • Don't be very accepting if that is your natural style, stay firm
  • Don't push them too hard to make fast decisions, give them time
  • Don't rely on relationship building even if they act pleasantly

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Stephen is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Stephen

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Stephen move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can Stephen take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Stephen

Personality Compatibility


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