Lori Espino

Questioner
DISC Type : c

Executive Director at National Multiple Sclerosis Society-Greater New England

Natick, Massachusetts, United States

Overview

Lori has no verified overview

Personality Overview

Cautious & Analytical

Value Seeker

Not Easily Convinced

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  They are more likely than others to negotiate on pricing and terms. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Lori has no verified topics they care about

Media Appearances

Lori has no verified media appearances

Work History

1-2014
Executive Director at National Multiple Sclerosis Society-Greater New England
12-2013
EVP Resource Development at National Multiple Sclerosis Society

Education

1987 - 1989
Master of Science (MS) from Northeastern University
2012 - 2012
Certified Fundraising Professional from Boston University

More Information

Social Presence :

Prographics :

Exp : 12 Location : Natick, Massachusetts, United States Job Level : Senior Designation : Executive Director at National Multiple Sclerosis Society-Greater New England
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Insights For Selling To Lori

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • 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 Lori 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 Lori

  • 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 Lori move?

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

  • Can Lori take some risk or not?

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


You And Lori

Personality Compatibility


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