Jane Luxton

Questioner
DISC Type : c

Partner at Lewis Brisbois

Washington, District of Columbia, United States

Overview

Jane has no verified overview

Personality Overview

Value Seeker

Not Easily Convinced

Cautious & Analytical

It is quite likely of them to ask for pricing or other concessions.  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

Jane has no verified topics they care about

Media Appearances

Jane has no verified media appearances

Work History

4-2019
Partner at Lewis Brisbois
12-2013 - 4-2019
Partner at Clark Hill Law
6-2009 - 12-2013
Partner at Pepper Hamilton LLP
General Counsel at National Oceanic & Atmospheric Administration
Partner at King & Spalding

Education

JD from Cornell Law School
AB from Harvard University

More Information

Social Presence :

Prographics :

Exp : 16 Location : Washington, District of Columbia, United States Job Level : Leadership Designation : Partner at Lewis Brisbois
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Insights For Selling To Jane

During A Call Or A Meeting

DO's

  • 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
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • 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 Jane is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Jane

  • 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 Jane move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Jane take some risk or not?

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


You And Jane

Personality Compatibility


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