Ken Peterson

Questioner
DISC Type : c

VP Sales & Marketing at Shea Homes

Scottsdale, Arizona, United States

Overview

Ken has no verified overview

Personality Overview

Price-Sensitive

Systematic

Not Easily Convinced

They prefer to fully evaluate every situation.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. It is quite likely of them to ask for pricing or other concessions.

Topics They Care About

Ken has no verified topics they care about

Media Appearances

Ken has no verified media appearances

Work History

5-1995
VP Sales & Marketing at Shea Homes

Education

Education details unavailable from Arizona State University

More Information

Social Presence :

Prographics :

Exp : 30 Location : Scottsdale, Arizona, United States Job Level : Senior Designation : VP Sales & Marketing at Shea Homes
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Insights For Selling To Ken

During A Call Or A Meeting

DO's

  • Emphasise more on facts and measurable benefits
  • Tell them that you will come back if you don’t have a good answer for a question
  • Share as much information as possible regarding your product

DONT's

  • Don’t try to be too friendly or informal with them
  • 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

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for 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?

  • If they have the information that they need, they can move fast at making their decisions.
  • 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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