Karen Richards

Examiner
DISC Type : cs

Sales Manager at Cumulus Media

Mechanicsburg, Pennsylvania, United States

Overview

Karen has no verified overview

Personality Overview

Status Quo Seeker

Process Oriented

Late Adopter

They are always well-planned and adopt a systematic approach.  Being observant comes to them naturally. They do not like taking risks at all and go for proven options in the end.

Topics They Care About

Karen has no verified topics they care about

Media Appearances

Karen has no verified media appearances

Work History

11-1981
Sales Manager at Cumulus Media
9-1979 - 11-1981
Copy Writer at Gettysburg Times Company

Education

1975 - 1979
BA from Indiana University of Pennsylvania

More Information

Social Presence :

Prographics :

Exp : 46 Location : Mechanicsburg, Pennsylvania, United States Job Level : Middle Designation : Sales Manager at Cumulus Media
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Insights For Selling To Karen

During A Call Or A Meeting

DO's

  • Expect them to be slow and cautious, encourage them to ask more questions
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • Be firm in your communication and stay in control

DONT's

  • Don't push them too hard to make fast decisions, give them time
  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't use phrases like 'do not worry', 'i promise' etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Karen is

  • For them, low risk and acceptance by others are very important, followed by proof of ROI.
  • Will you ever get a clear answer from Karen

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Karen move?

  • They do not like to take decisions in a hurry, so they could be slow in making their mind up.
  • Can Karen take some risk or not?

  • They are low on risk-appetite and prefer to make informed decisions.

You And Karen

Personality Compatibility


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