Lorna Lothian

Inquirer
DISC Type : cd

Owner, Coach, Consultant at Lorna Lothian Talent Consultancy

Edinburgh, Scotland, United Kingdom

Overview

Lorna has no verified overview

Personality Overview

Hard To Convince

Upfront

ROI Conscious

They don’t always try to control the conversation but neither do they like yielding it fully.  They care equally about the product and its potential impact. They respond well to confident salespeople.

Topics They Care About

Lorna has no verified topics they care about

Media Appearances

Lorna has no verified media appearances

Work History

1-2022
Owner, Coach, Consultant at Lorna Lothian Talent Consultancy
12-2019
Executive Coach at Think EQ
3-2011 - 11-2021
Director, Global Talent Management at Sykes Enterprises
1-2007 - 2-2011
Director, Performance Assessment and Improvement at Sykes Enterprises
1-2004 - 12-2006
HR Consultant EMEA at Sykes Enterprises

Education

1998 - 1999
Postgraduate Diploma Human Resource Management from Edinburgh Napier University
1990 - 1994
BSc (Hons) Social and Management Sciences from Edinburgh Napier University

More Information

Social Presence :

Prographics :

Exp : 22 Location : Edinburgh, Scotland, United Kingdom Job Level : Senior Designation : Owner, Coach, Consultant at Lorna Lothian Talent Consultancy
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Insights For Selling To Lorna

During A Call Or A Meeting

DO's

  • Highlight the competitive differentiation of your product
  • Make sure that they have the necessary authority, they could present false stature sometimes
  • Ask them questions confidently while doing discovery, don’t be apologetic

DONT's

  • Do not give up if they are not convinced, try again with a different approach
  • Avoid long winding pitches, stay objective
  • Don't try too hard to get friendly, let it happen with time

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Lorna is

  • Confidence in the product plays an important role, followed by powerful testimonials.
  • Will you ever get a clear answer from Lorna

  • They might hesitate a little, but they will say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Lorna move?

  • They are neither the fastest decision makers nor the slowest.
  • Can Lorna take some risk or not?

  • Once they have analyzed the pros and cons, they can take some risks.

You And Lorna

Personality Compatibility


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