Karen Harnish

Questioner
DISC Type : c

Business Development Service Manager at Sun Life Financial

Greater Montreal Metropolitan Area, Canada

Overview

Karen has no verified overview

Personality Overview

Price-Sensitive

Not Easily Convinced

Value Seeker

It is quite likely of them to ask for pricing or other concessions.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. They prefer to analyze every situation thoroughly.


Topics They Care About

Karen has no verified topics they care about

Media Appearances

Karen has no verified media appearances

Work History

1-2006
Business Development Service Manager at Sun Life Financial
1-2003 - 1-2005
Manager, Group Benefits Operations at Sun Life Financial
1-2001 - 12-2002
Project Leader at Sun Life Financial
1-1996 - 1-2001
Manager, Group Benefits Contracts at Sun Life Financial

Education

Group Benefits Associate (G.B.A.) from International Foundation of Employee Benefits (IFEB)
Education details unavailable from Royal West Academy

More Information

Social Presence :

Prographics :

Exp : 29 Location : Greater Montreal Metropolitan Area, Canada Job Level : Middle Designation : Business Development Service Manager at Sun Life Financial
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Insights For Selling To Karen

During A Call Or A Meeting

DO's

  • Share as much information as possible regarding your product
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Don’t try to be too friendly or informal with them
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

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 risk if they are convinced that they have analyzed the circumstances well.


You And Karen

Personality Compatibility


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