Walter K.

Questioner
DISC Type : c

EMEA Application Enginneering Manager R&A at 3M

Meerbusch, North Rhine-Westphalia, Germany

Overview

Walter has no verified overview

Personality Overview

Not Easily Convinced

Value Seeker

Cautious & Analytical

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

Topics They Care About

Walter has no verified topics they care about

Media Appearances

Walter has no verified media appearances

Work History

1-2023
EMEA Application Enginneering Manager R&A at 3M
11-2018 - 1-2023
Application Engineering Manager at 3M

Education

Walter has no verified education history

More Information

Social Presence :

Prographics :

Exp : 7 Location : Meerbusch, North Rhine-Westphalia, Germany Job Level : Middle Designation : EMEA Application Enginneering Manager R&A at 3M
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Insights For Selling To Walter

During A Call Or A Meeting

DO's

  • 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
  • If you have a lower priced product compared to the competition, call out the same

DONT's

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

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Walter 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 Walter

  • 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 Walter move?

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

  • Can Walter take some risk or not?

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

You And Walter

Personality Compatibility


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