Marlene MacPherson

Questioner
DISC Type : c

Vice President, National Sales Canada at IKON Office Solutions

Toronto, Ontario, Canada

Overview

Marlene has no verified overview

Personality Overview

Cautious & Analytical

Not Easily Convinced

Price-Sensitive

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

Marlene has no verified topics they care about

Media Appearances

Marlene has no verified media appearances

Work History

12-1999 - 9-2003
Vice President, National Sales Canada at IKON Office Solutions
Vice President Sales, Canada at Symcor

Education

Marlene has no verified education history

More Information

Social Presence :

Prographics :

Exp : 3 Location : Toronto, Ontario, Canada Job Level : Senior Designation : Vice President, National Sales Canada at IKON Office Solutions
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Insights For Selling To Marlene

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Marlene 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 Marlene

  • 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 Marlene move?

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

  • Can Marlene take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Marlene

Personality Compatibility


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