Uwe Scherf

Questioner
DISC Type : c

Global Senior Advisor IIoT at WIKA Group

Frankfurt, Hesse, Germany

Overview

Uwe has no verified overview

Personality Overview

Not Easily Convinced

Cautious & Analytical

Price-Sensitive

It is quite likely of them to ask for pricing or other concessions.  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

Uwe has no verified topics they care about

Media Appearances

Uwe has no verified media appearances

Work History

2-2021
Global Senior Advisor IIoT at WIKA Group
1-2020 - 2-2021
Director New Business & Technologies at WIKA Group
4-2013 - 12-2019
Director Global Market Segments - Process Instrumentation at WIKA Group
4-2008 - 3-2013
Director Marketing Europe at WIKA Group
1-2000 - 4-2008
Vice President TRONIC - North America at WIKA Group

Education

2012
Psychotherapeut from Paracelsus Medizinische Privatuniversität
1999
Marketingfachwirt from Akademie Handel e.V.

More Information

Social Presence :

Prographics :

Exp : 40 Location : Frankfurt, Hesse, Germany Job Level : N/A Designation : Global Senior Advisor IIoT at WIKA Group
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Insights For Selling To Uwe

During A Call Or A Meeting

DO's

  • 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
  • Tell them that you will come back if you don’t have a good answer for a question

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 try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Uwe is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Uwe

  • 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 Uwe move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Uwe take some risk or not?

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

You And Uwe

Personality Compatibility


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