Steve Strasshofer

Questioner
DISC Type : c

Principal Enterprise Architect at Sentara Healthcare

Virginia Beach, Virginia, United States

Overview

Steve has no verified overview

Personality Overview

Not Easily Convinced

Cautious & Analytical

Value Seeker

They are more likely than others to negotiate on pricing and terms.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Steve has no verified topics they care about

Media Appearances

Steve has no verified media appearances

Work History

3-2019
Principal Enterprise Architect at Sentara Healthcare
6-2017 - 3-2019
Cloud Migration Architect at IBM
2-2017 - 5-2017
Data Center Relocation Architect at Hewlett Packard Enterprise
9-2013 - 2-2017
Data Center Integration Architect at IBM
6-2001 - 9-2013
Technical Project Manager at Cegedim

Education

BA CIS from Saint Leo University

More Information

Social Presence :

Prographics :

Exp : 24 Location : Virginia Beach, Virginia, United States Job Level : Senior Designation : Principal Enterprise Architect at Sentara Healthcare
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Insights For Selling To Steve

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t overhype the product/pitch, keep it measured
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Steve 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 Steve

  • 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 Steve move?

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

  • Can Steve take some risk or not?

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

You And Steve

Personality Compatibility


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