Ken Norfolk, CPCU, ALCM

Inspirer
DISC Type : di

Commercial Insurance and Risk Management at Lighthouse Insurance Agency, Inc.

Erie, Pennsylvania, United States

Overview

Ken has no verified overview

Personality Overview

Generous

Confident & Optimistic

Fast Adopter

They usually prefer to drive the conversation.  They respond well to objective pitches but also attach some value to relationships. They measure a product on its merit but can be influenced by strong testimonials.

Topics They Care About

Ken has no verified topics they care about

Media Appearances

Ken has no verified media appearances

Work History

8-2002
Commercial Insurance and Risk Management at Lighthouse Insurance Agency, Inc.
1990 - 8-2002
Commercial Insurance and Risk Management at Domino Insurance Agency, Inc.
1988 - 1990
Insurance Agent at Liberty Mutual Insurance
4-1985 - 6-2008
Commissioned Officer at US Army

Education

1982 - 1987
Bachelor of Arts (BA) from PennWest Clarion
1977 - 1981
Diploma from Academy High School Erie PA

More Information

Social Presence :

Prographics :

Exp : 40 Location : Erie, Pennsylvania, United States Job Level : N/A Designation : Commercial Insurance and Risk Management at Lighthouse Insurance Agency, Inc.
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Insights For Selling To Ken

During A Call Or A Meeting

DO's

  • Acknowledge their status and position during the conversation
  • Look like someone who is on top of their game
  • Keep your pitch focused on the impact but insert some anecdotes into it

DONT's

  • Avoid focusing only on the product or its ROI, keep building trust subtly
  • Don’t be too verbose or overly friendly; a little bit, however, is fine
  • Don't be unorganized, be prepared for the pitch

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ken is

  • Belief in the value of the product, relationship and a sense of accomplishment matter the most.
  • Will you ever get a clear answer from Ken

  • They are not shy of saying no if they do not develop trust in your product.

Insights For Deal Planning

    How fast (or slow) will Ken move?

  • If they develop confidence in your product and you, then they can make fast decisions.
  • Can Ken take some risk or not?

  • If necessary, they have the ability to take risky decisions.

You And Ken

Personality Compatibility


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