Lorna Kirwan

Examiner
DISC Type : cs

Director of Sales & Marketing at St. Regis Hotels & Resorts

Washington, District of Columbia, United States

Overview

Lorna has no verified overview

Personality Overview

Status Quo Seeker

Tough To Convince

Unexpressive

They are thorough and always follow a systematic approach.  They tend to have clarity about their needs and constraints, and are unlikely to over-promise. They are heavily focused on quality and prefer doing things the right way, even if it takes time.

Topics They Care About

Lorna has no verified topics they care about

Media Appearances

Lorna has no verified media appearances

Work History

12-2023
Director of Sales & Marketing at St. Regis Hotels & Resorts
10-2022 - 12-2023
Market Director of Sales & Marketing, St. Regis Bal Harbour & W Miami at St. Regis Hotels & Resorts
10-2019 - 10-2022
Director of Sales & Marketing at Renaissance Washington DC Downtown Hotel
9-2014 - 10-2019
Area Director of Sales & Marketing at The Ritz-Carlton Hotel Company, L.L.C.
11-2013 - 9-2014
Director of Sales & Marketing at Destination Hotels & Resorts

Education

1995 - 1999
BA from Marymount University
1982 - 1984
Diploma from College of Commerce, Dublin

More Information

Social Presence :

Prographics :

Exp : 12 Location : Washington, District of Columbia, United States Job Level : Mid-senior Designation : Director of Sales & Marketing at St. Regis Hotels & Resorts
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Insights For Selling To Lorna

During A Call Or A Meeting

DO's

  • Expect them to be slow and cautious, encourage them to ask more questions
  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Ask them which other stakeholders would be important for this purchase decision

DONT's

  • Don't push them too hard to make fast decisions, give them time
  • Don't be very accepting if that is your natural style, stay firm
  • Don't rely on relationship building even if they act pleasantly

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Lorna is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Lorna

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Lorna move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can Lorna take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Lorna

Personality Compatibility


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