Thomas Obländer

Critic
DISC Type : C

Senior Manager Application Engineering at Johnson Electric

Germany

Overview

Thomas has no verified overview

Personality Overview

Information Seeker

Critic

ROI Driven

It is very likely that they will negotiate pricing or other important terms.  They prefer to analyze logically and value objective facts over emotions. Unless the value is proven by data, they are unlikely to value fancy features.

Topics They Care About

Thomas has no verified topics they care about

Media Appearances

Thomas has no verified media appearances

Work History

4-2023
Senior Manager Application Engineering at Johnson Electric
1-2012 - 3-2023
Key Account Manager at Johnson Electric
8-2002 - 12-2011
Sales Engineering Manager at Johnson Electric
1-2001 - 7-2002
Area Sales Manager at Portescap (A Danaher Motion Company)
10-1992 - 12-2000
Application Engineer at Portescap (A Danaher Motion Company)

Education

1990 - 1992
Dipl.-Wirtschaftsingenieur (FH) from University of Applied Sciences & Business (Fachhochschule Rheinland-Pfalz)
1987 - 1990
Diplom Ingenieur (FH) from University of Applied Sciences (Fachhochschule Frankfurt a.M.)

More Information

Social Presence :

Prographics :

Exp : 31 Location : Germany Job Level : Middle Designation : Senior Manager Application Engineering at Johnson Electric
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Insights For Selling To Thomas

During A Call Or A Meeting

DO's

  • Leverage facts and figures wherever possible; use percentages, numbers etc.
  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories

DONT's

  • Make extra effort to not seem pushy or confrontational
  • Don’t try too hard to build a relationship with them
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Thomas is

  • Proof of ROI, low pricing and objective proof points are the important factors for them.
  • Will you ever get a clear answer from Thomas

  • They do not mind saying no if they believe that it is the right decision.

Insights For Deal Planning

    How fast (or slow) will Thomas move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Thomas take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Thomas

Personality Compatibility


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