Keith Tanner, CIC

Critic
DISC Type : C

Regional President at Insurance Office of America

Longwood, Florida, United States

Overview

Keith has no verified overview

Personality Overview

Information Seeker

Critic

Precise

They like to take decisions independently and do not seek others' support often.  It is very likely that they will negotiate pricing or other important terms. Unless the value is proven by data, they are unlikely to value fancy features.

Topics They Care About

Keith has no verified topics they care about

Media Appearances

Keith has no verified media appearances

Work History

12-2009
Regional President at Insurance Office of America

Education

1990 - 1993
Bachelor of Science (B.S.) Business Administration from University of Central Florida
1998 - 2000
Master of Technology (M.Tech.) from American InterContinental University

More Information

Social Presence :

Prographics :

Exp : 16 Location : Longwood, Florida, United States Job Level : N/A Designation : Regional President at Insurance Office of America
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Insights For Selling To Keith

During A Call Or A Meeting

DO's

  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.

DONT's

  • Don’t try too hard to build a relationship with them
  • Don’t rush them till they have clearly gotten all the necessary information
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Keith is

  • Proof of ROI, low pricing and objective proof points are the important factors for them.
  • Will you ever get a clear answer from Keith

  • They do not mind saying no if they believe that it is the right decision.

Insights For Deal Planning

    How fast (or slow) will Keith move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Keith take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Keith

Personality Compatibility


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