Ann Cairns

Questioner
DISC Type : c

Board Member at London Business School

London Area, United Kingdom

Overview

Ann has no verified overview

Personality Overview

Systematic

Price-Sensitive

Value Seeker

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  They are more likely than others to negotiate on pricing and terms. They prefer to analyze every situation thoroughly.


Topics They Care About

Ann has no verified topics they care about

Media Appearances

Ann has no verified media appearances

Work History

7-2024
Board Member at London Business School
6-2023
Chair at Crown Agents Bank
5-2023
Chair at TMF Group
5-2023
Chair at Moving Ahead
1-2022
Board Member at Lightrock

Education

Honorary Fellow from London Business School
Hon Doctorate from The University of Sheffield

More Information

Social Presence :

Prographics :

Exp : 39 Location : London Area, United Kingdom Job Level : N/A Designation : Board Member at London Business School
URL has been copied!

Insights For Selling To Ann

During A Call Or A Meeting

DO's

  • Emphasise more on facts and measurable benefits
  • Share as much information as possible regarding your product
  • Back up any claims with data and numbers

DONT's

  • Avoid rushing them, be polite and patient
  • Don’t try to be too friendly or informal with them
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ann 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 Ann

  • 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 Ann move?

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

  • Can Ann take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Ann

Personality Compatibility


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