Werner Sun

Examiner
DISC Type : cs

IT Director, Cornell Laboratory for Accelerator-Based Sciences and Education at Cornell University

Ithaca, New York, United States

Overview

Werner has no verified overview

Personality Overview

Process Oriented

Unexpressive

Late Adopter

Being observant comes to them naturally.  They are heavily focused on quality and prefer doing things the right way, even if it takes time. They do not like taking risks at all and go for proven options in the end.

Topics They Care About

Werner has no verified topics they care about

Media Appearances

Werner has no verified media appearances

Work History

4-2013
IT Director, Cornell Laboratory for Accelerator-Based Sciences and Education at Cornell University
7-2003 - 4-2013
Research Associate at Cornell University
8-1995 - 6-2003
Graduate Research Assistant at Caltech
6-1993 - 8-1995
Laboratory Technician at Harvard University

Education

1995 - 2003
Ph.D. from Caltech
1990 - 1994
B.A. from Harvard University

More Information

Social Presence :

Prographics :

Exp : 32 Location : Ithaca, New York, United States Job Level : Mid-senior Designation : IT Director, Cornell Laboratory for Accelerator-Based Sciences and Education at Cornell University
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Insights For Selling To Werner

During A Call Or A Meeting

DO's

  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • Ask them which other stakeholders would be important for this purchase decision
  • Be firm in your communication and stay in control

DONT's

  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't rely on relationship building even if they act pleasantly
  • Don't use phrases like 'do not worry', 'i promise' etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Werner is

  • For them, low risk and acceptance by others are very important, followed by proof of ROI.
  • Will you ever get a clear answer from Werner

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Werner move?

  • They do not like to take decisions in a hurry, so they could be slow in making their mind up.
  • Can Werner take some risk or not?

  • They are low on risk-appetite and prefer to make informed decisions.

You And Werner

Personality Compatibility


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