Stephen Lawrence

Questioner
DISC Type : c

CEO & Co-Founder at Brunswick Aces

Brunswick, Victoria, Australia

Overview

Stephen has no verified overview

Personality Overview

Value Seeker

Not Easily Convinced

Cautious & Analytical

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. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Stephen has no verified topics they care about

Media Appearances

Stephen has no verified media appearances

Work History

11-2017
CEO & Co-Founder at Brunswick Aces
5-2015
Director at OSNI Consulting
2-2017 - 11-2017
Business Development Manager at Furphy Engineering
7-2016 - 3-2017
Inspection Services Manager at Furphy Engineering
7-2013 - 6-2015
Project Engineer at Circa Group Pty Ltd

Education

2007 - 2012
Master of Engineering (MEng) from University of Bristol
2004 - 2006
A Levels from Abingdon Boys School

More Information

Social Presence :

Prographics :

Exp : 15 Location : Brunswick, Victoria, Australia Job Level : Leadership Designation : CEO & Co-Founder at Brunswick Aces
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Insights For Selling To Stephen

During A Call Or A Meeting

DO's

  • Tell them that you will come back if you don’t have a good answer for a question
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • 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 Stephen 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 Stephen

  • 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 Stephen move?

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

  • Can Stephen take some risk or not?

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


You And Stephen

Personality Compatibility


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