Frederick LaManna

Questioner
DISC Type : c

Partner at Luminas, LLC

Ridgefield, Connecticut, United States

Overview

Frederick has no verified overview

Personality Overview

Cautious & Analytical

Not Easily Convinced

Systematic

They prefer to fully evaluate every situation.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They are more likely than others to negotiate on pricing and terms.

Topics They Care About

Frederick has no verified topics they care about

Media Appearances

Frederick has no verified media appearances

Work History

11-2017
Partner at Luminas, LLC
11-2014 - 11-2017
Principal at Cognitive Consulting
1-2008 - 11-2014
Chief Operating Officer at Ipsos
12-1999 - 1-2008
SVP at Harris Interactive
Research Manager at Yankelovich Partners

Education

BA from Washington and Lee University
MBA from St. John's University

More Information

Social Presence :

Prographics :

Exp : 25 Location : Ridgefield, Connecticut, United States Job Level : Middle Designation : Partner at Luminas, LLC
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Insights For Selling To Frederick

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • If you have a lower priced product compared to the competition, call out the same
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Avoid rushing them, be polite and patient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Frederick 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 Frederick

  • 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 Frederick move?

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

  • Can Frederick take some risk or not?

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

You And Frederick

Personality Compatibility


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