Steven Wagner

Questioner
DISC Type : c

Head of Research Group at TU Darmstadt

Frankfurt Rhine-Main Metropolitan Area, Germany

Overview

Steven has no verified overview

Personality Overview

Value Seeker

Price-Sensitive

Not Easily Convinced

They are more likely than others to negotiate on pricing and terms.  They prefer to fully evaluate every situation. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Steven has no verified topics they care about

Media Appearances

Steven has no verified media appearances

Work History

9-2012
Head of Research Group at TU Darmstadt
1-2011 - 9-2012
Postdoctoral Research Scientist at Physikalisch-Technische Bundesanstalt
10-2009 - 9-2012
Group Coordinator and Postdoctoral Research Scientist at TU Darmstadt
9-2004 - 12-2010
Research Assistant at Ruprecht-Karls-Universität Heidelberg
4-1999 - 3-2004
Construction engineer - Part-Time Working Student at ThyssenKrupp Drauz

Education

Promotion from Heidelberg University
Diplom from Heidelberg University

More Information

Social Presence :

Prographics :

Exp : 26 Location : Frankfurt Rhine-Main Metropolitan Area, Germany Job Level : Mid-senior Designation : Head of Research Group at TU Darmstadt
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Insights For Selling To Steven

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • 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
  • Don’t try to be too friendly or informal with them
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Steven 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 Steven

  • 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 Steven move?

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

  • Can Steven take some risk or not?

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

You And Steven

Personality Compatibility


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