Al McKenna

Inquirer
DISC Type : cd

Managing Partner at FordHarrison LLP

Charlotte, North Carolina, United States

Overview

Al has no verified overview

Personality Overview

Upfront

Judgemental

ROI Conscious

They care equally about the product and its potential impact.  They can be nudged to make faster decisions by offering what they value. They respond well to confident salespeople.

Topics They Care About

Al has no verified topics they care about

Media Appearances

Al has no verified media appearances

Work History

1-2018
Managing Partner at FordHarrison LLP
8-2001
Executive Committee member, Partner, Orlando at FordHarrison LLP

Education

1980 - 1983
Doctor of Law - JD from Ohio Northern University—Claude W. Pettit College of Law
1976 - 1980
Bachelor of Arts - BA from Penn State University

More Information

Social Presence :

Prographics :

Exp : 24 Location : Charlotte, North Carolina, United States Job Level : Junior Designation : Managing Partner at FordHarrison LLP
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Insights For Selling To Al

During A Call Or A Meeting

DO's

  • Tell them that you are there to help them create visible impact within their organization
  • Get to the point quickly instead of spending too much time on pleasantries
  • Ask them questions confidently while doing discovery, don’t be apologetic

DONT's

  • Avoid long winding pitches, stay objective
  • Do not give up if they are not convinced, try again with a different approach
  • Don’t try to be an alpha salesperson, give them equal space

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Al is

  • Belief in the product plays an important role, followed by objective proof and testimonials.
  • Will you ever get a clear answer from Al

  • They may hesitate slightly, but if they are not convinced, they will say no.

Insights For Deal Planning

    How fast (or slow) will Al move?

  • Their decision making speed is somewhere in the middle.
  • Can Al take some risk or not?

  • They can take risks only after they have analyzed the advantages and disadvantages.

You And Al

Personality Compatibility


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