Lenny Sciarappa

Questioner
DISC Type : c

Vice President- Sales and Operations at Allen Lund Company

Reading, Massachusetts, United States

Overview

Lenny has no verified overview

Personality Overview

Not Easily Convinced

Systematic

Cautious & Analytical

They prefer to analyze every situation thoroughly.
  It is quite likely of them to ask for pricing or other concessions. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Lenny has no verified topics they care about

Media Appearances

Lenny has no verified media appearances

Work History

4-2019
Vice President- Sales and Operations at Allen Lund Company
3-1998 - 3-2019
General Manager at Allen Lund Company
3-1996 - 2-1998
Sales Manager at Allen Lund Company
5-1992 - 2-1996
Sales at C H Robinson

Education

1976 - 1981
Bachelor of Science (BS) from Salem State University

More Information

Social Presence :

Prographics :

Exp : 33 Location : Reading, Massachusetts, United States Job Level : Senior Designation : Vice President- Sales and Operations at Allen Lund Company
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Insights For Selling To Lenny

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Tell them that you will come back if you don’t have a good answer for a question
  • Emphasise more on facts and measurable benefits

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Avoid rushing them, be polite and patient
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Lenny 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 Lenny

  • 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 Lenny move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Lenny take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Lenny

Personality Compatibility


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