Deborah Burton

Questioner
DISC Type : c

Senior Account Executive at Canon Solutions America

Boca Raton, Florida, United States

Overview

Deborah has no verified overview

Personality Overview

Not Easily Convinced

Price-Sensitive

Cautious & Analytical

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. They prefer to do thorough analysis of any situation.

Topics They Care About

Deborah has no verified topics they care about

Media Appearances

Deborah has no verified media appearances

Work History

1-2010
Senior Account Executive at Canon Solutions America
1-2010
Sr. Commercial Print Representative at Canon Solutions America
2-2009
Major Account Executive at Canon Business Solutions
11-2003 - 1-2009
Major Account Executive at Ikon Office Solutions
Sales at Oce Office Systems

Education

BS from Penn State University
Bachelor's degree from Altoona High School

More Information

Social Presence :

Prographics :

Exp : 22 Location : Boca Raton, Florida, United States Job Level : N/A Designation : Senior Account Executive at Canon Solutions America
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Insights For Selling To Deborah

During A Call Or A Meeting

DO's

  • Tell them that you will come back if you don’t have a good answer for a question
  • Share as much information as possible regarding your product
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t try to be too friendly or informal with them
  • 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 Deborah 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 Deborah

  • 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 Deborah move?

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

  • Can Deborah take some risk or not?

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


You And Deborah

Personality Compatibility


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