Lorna Payne

Questioner
DISC Type : c

Chief Operating Officer at Surrey and Borders Partnership NHS Foundation Trust

London, England, United Kingdom

Overview

Lorna has no verified overview

Personality Overview

Cautious & Analytical

Value Seeker

Not Easily Convinced

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

Topics They Care About

Lorna has no verified topics they care about

Media Appearances

Lorna has no verified media appearances

Work History

4-2017
Chief Operating Officer at Surrey and Borders Partnership NHS Foundation Trust
7-2014 - 3-2017
Divisional Director at Central and North West London NHS Foundation Trust
5-2013 - 7-2014
Director of Service Integration at Cambridgeshire and Peterborough NHS Foundation Trust
3-2013 - 5-2013
Non-Executive Director at Hounslow and Richmond Community Healthcare NHS Trust
10-2011 - 4-2013
Group Director, Adults and Health at London Borough of Havering

Education

2003 - 2004
Cycle international court from ENA - Ecole nationale d'administration
1991 - 1992
Master of Arts from University of Melbourne

More Information

Social Presence :

Prographics :

Exp : 14 Location : London, England, United Kingdom Job Level : Leadership Designation : Chief Operating Officer at Surrey and Borders Partnership NHS Foundation Trust
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Insights For Selling To Lorna

During A Call Or A Meeting

DO's

  • 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
  • Back up any claims with data and numbers

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 Lorna 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 Lorna

  • 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 Lorna move?

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

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


You And Lorna

Personality Compatibility


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