Gayle Burchard

Examiner
DISC Type : sc

Senior Director at Health Care Service Corporation

Vernon Hills, Illinois, United States

Overview

Gayle has no verified overview

Personality Overview

Overcautious

Late Adopter

Process Oriented

The only way to convince them is by showing them examples and ample proof.  They do not like taking risks at all and go for proven options in the end. Being observant comes to them naturally.

Topics They Care About

Gayle has no verified topics they care about

Media Appearances

Gayle has no verified media appearances

Work History

Senior Director at Health Care Service Corporation

Education

Education details unavailable from Lake Forest Graduate School of Management
Education details unavailable from University of Illinois Urbana-Champaign

More Information

Social Presence :

Prographics :

Exp : N/A Location : Vernon Hills, Illinois, United States Job Level : Senior Designation : Senior Director at Health Care Service Corporation
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Insights For Selling To Gayle

During A Call Or A Meeting

DO's

  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • Be firm in your communication and stay in control
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them

DONT's

  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Don't be very accepting if that is your natural style, stay firm
  • Avoid getting into storytelling mode, especially when they ask specific questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Gayle is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Gayle

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

Insights For Deal Planning

    How fast (or slow) will Gayle move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Gayle take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Gayle

Personality Compatibility


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