Karen Heckard

Evaluator
DISC Type : dcs

Manager of Operational Improvement, Information Technology at Lennar Mortgage

Scottsdale, Arizona, United States

Overview

Karen has no verified overview

Personality Overview

Hard To Convince

Fast But Analytical

Thorough Evaluator

They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical  They focus on the results, but can still be quite procedural and analytical about how to get there They are not very likely to become strong advocates of your product or service

Topics They Care About

Karen has no verified topics they care about

Media Appearances

Karen has no verified media appearances

Work History

7-1988
Manager of Operational Improvement, Information Technology at Lennar Mortgage
7-1988 - 4-2018
IT Manager, Mortgage Applications at CalAtlantic Group, Inc continuing the legacies of Ryland and Standard Pacific

Education

Karen has no verified education history

More Information

Social Presence :

Prographics :

Exp : 37 Location : Scottsdale, Arizona, United States Job Level : Middle Designation : Manager of Operational Improvement, Information Technology at Lennar Mortgage
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Insights For Selling To Karen

During A Call Or A Meeting

DO's

  • Help them see both - the ‘big picture’ impact and the ROI of the investment
  • Showcase your competitive superiority clearly when possible or address it at the minimum
  • Keep a professional, business-like approach; especially if you tend to get informal quickly

DONT's

  • Avoid self-deprecating references or general informality, it could decrease their trust in you
  • Avoid too much small talk, just a few formal pleasantries should be fine
  • Don’t focus on relationship, focus purely on the merit of your product

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Karen is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Karen

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Karen move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Karen take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Karen

Personality Compatibility


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