Joel Cochran

Questioner
DISC Type : c

ERISA Compliance Attorney at Lockton

Kansas City Metropolitan Area, United States

Overview

Joel has no verified overview

Personality Overview

Not Easily Convinced

Value Seeker

Systematic

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

Topics They Care About

Joel has no verified topics they care about

Media Appearances

Joel has no verified media appearances

Work History

10-2023
ERISA Compliance Attorney at Lockton
10-2018 - 10-2023
Regulatory Compliance Specialist at Blue Cross and Blue Shield of Kansas City
5-2018 - 10-2018
mcInnes Law at McInnes Law LLC
12-2017 - 5-2018
Project Attorney at UnitedLex Corporation
11-2015 - 11-2017
Staff Attorney at Stueve Siegel Hanson LLP

Education

2012 - 2015
Juris Doctor (J.D.) from University of Kansas School of Law
2007 - 2011
Bachelor of Arts (B.A.) from The University of Kansas

More Information

Social Presence :

Prographics :

Exp : 13 Location : Kansas City Metropolitan Area, United States Job Level : N/A Designation : ERISA Compliance Attorney at Lockton
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Insights For Selling To Joel

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
  • Back up any claims with data and numbers

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid rushing them, be polite and patient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Joel 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 Joel

  • 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 Joel move?

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

  • Can Joel take some risk or not?

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

You And Joel

Personality Compatibility


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