Karen DeFazio

Questioner
DISC Type : c

Retired at US Census Bureau

Bowie, Maryland, United States

Overview

Karen has no verified overview

Personality Overview

Systematic

Value Seeker

Not Easily Convinced

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

Karen has no verified topics they care about

Media Appearances

Karen has no verified media appearances

Work History

7-2010
Retired at US Census Bureau
10-1973 - 7-2010
Chief, IT Training at US Census Bureau
5-1971 - 8-1973
Training Specialist at US Bureau of Mines

Education

1970 - 1971
Master of Education (M.Ed.) from University of Pittsburgh
1966 - 1970
Bachelor of Arts (B.A.) from University of Pittsburgh

More Information

Social Presence :

Prographics :

Exp : 54 Location : Bowie, Maryland, United States Job Level : N/A Designation : Retired at US Census Bureau
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Insights For Selling To Karen

During A Call Or A Meeting

DO's

  • Emphasise more on facts and measurable benefits
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • If you have a lower priced product compared to the competition, call out the same

DONT's

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

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Karen 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 Karen

  • 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 Karen move?

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

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


You And Karen

Personality Compatibility


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