Ken Deighton

Questioner
DISC Type : c

McLaren Flint - Director, Behavioral Medicine, Inpatient Physical Rehabilitation and Therapies at McLaren Health Care

Flint, Michigan, United States

Overview

Ken has no verified overview

Personality Overview

Value Seeker

Systematic

Not Easily Convinced

They prefer to fully evaluate every situation.  They are more likely than others to negotiate on pricing and terms. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Ken has no verified topics they care about

Media Appearances

Ken has no verified media appearances

Work History

12-2019
McLaren Flint - Director, Behavioral Medicine, Inpatient Physical Rehabilitation and Therapies at McLaren Health Care
2-2012 - 12-2019
Director, Behavioral Medicine, McLaren Flint and McLaren Oakland Medical Centers at McLaren Health Care
7-2003 - 3-2012
Director, Behavioral Medicine at McLaren Health Care
2-1995 - 9-2004
Director, Vail Center for Mental Health and Substance Abuse Treatment at McLaren Health Care
1992 - 1995
Program Director, Behavioral Medicine, Horizon Mental Health Services at St. Mary Mercy Hospital

Education

1988 - 1990
M.S. from Eastern Michigan University
1981 - 1985
BA from University of Michigan

More Information

Social Presence :

Prographics :

Exp : 36 Location : Flint, Michigan, United States Job Level : Mid-senior Designation : McLaren Flint - Director, Behavioral Medicine, Inpatient Physical Rehabilitation and Therapies at McLaren Health Care
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Insights For Selling To Ken

During A Call Or A Meeting

DO's

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

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid rushing them, be polite and patient
  • 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 Ken is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Ken

  • 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 Ken move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Ken take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Ken

Personality Compatibility


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