Steven Lau

Sharpshooter
DISC Type : DC

Advanced Cloud Expert (Security) | Digital Cloud Solution Architect | CCSP at Microsoft

North Sydney, New South Wales, Australia

Overview

Steven has no verified overview

Personality Overview

ROI Driven

Thorough Evaluator

Rigorous & Demanding

They like to stay in control of the negotiation or defining of the terms.  They are less concerned about the product and more about its potential impact. They put a lot of effort into ensuring personal success.

Topics They Care About

Steven has no verified topics they care about

Media Appearances

Steven has no verified media appearances

Work History

10-2021
Advanced Cloud Expert (Security) | Digital Cloud Solution Architect | CCSP at Microsoft
7-2020 - 10-2021
Senior Partner Development Manager at Microsoft
10-2017 - 7-2020
Solution Sales Professional, Modern Workplace at Microsoft

Education

2003 - 2008
Bachelor of Business Administration(IS) / Bachelor of Engineering (SE) from The University of Hong Kong
2006 - 2007
Bachelor of Business Administration from University of Birmingham

More Information

Social Presence :

Prographics :

Exp : 8 Location : North Sydney, New South Wales, Australia Job Level : Middle Designation : Advanced Cloud Expert (Security) | Digital Cloud Solution Architect | CCSP at Microsoft
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Insights For Selling To Steven

During A Call Or A Meeting

DO's

  • Objectively showcase the impact that your product creates
  • Help them weigh the risks by sharing objective proof points without becoming too analytical
  • When negotiating terms, help them build an impression that they are the ones calling the shots

DONT's

  • Don’t focus on process and rules, give the impression of being a ‘gets it done’ person
  • Do not spend too much time focusing on product tech or features
  • Don’t take too much time in sending them information if they ask for any

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Steven is

  • Conviction around the impact matters the most to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Steven

  • If they decide not to use your product, they will say no clearly.

Insights For Deal Planning

    How fast (or slow) will Steven move?

  • If convinced, they can reach decisions quite fast.
  • Can Steven take some risk or not?

  • They do not shy away from taking risks, but can be quite binary about them.

You And Steven

Personality Compatibility


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