Michelle Warra

Critic
DISC Type : C

Managing Director at EY

New York City Metropolitan Area, United States

Overview

Michelle has no verified overview

Personality Overview

Objective Thinker

Negotiator

Precise

Unless the value is proven by data, they are unlikely to value fancy features.  They prefer to do logical analysis and value evidence over emotions. They enjoy working alone and do not rely on others very often.

Topics They Care About

Michelle has no verified topics they care about

Media Appearances

Michelle has no verified media appearances

Work History

7-2020
Managing Director at EY
7-2008 - 6-2020
Principal at EY
5-2002 - 6-2008
Senior Manager/ Manager at EY
8-1997 - 5-2002
Senior Consultant at Arthur Andersen

Education

2018 - 2018
Advanced Business Strategy Program from INSEAD
2017 - 2017
Harvard Leadership Program from Harvard Business School Executive Education

More Information

Social Presence :

Prographics :

Exp : 28 Location : New York City Metropolitan Area, United States Job Level : Mid-senior Designation : Managing Director at EY
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Insights For Selling To Michelle

During A Call Or A Meeting

DO's

  • Tell them what ROI they can expect
  • Leverage facts and figures wherever possible; use percentages, numbers etc.
  • Keep some extra margin while sharing pricing, they are likely to negotiate later

DONT's

  • Do not use very emotional or colorful language
  • Don’t try too hard to build a relationship with them
  • Don’t rush them till they have clearly gotten all the necessary information

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michelle is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Michelle

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will Michelle move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Michelle take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Michelle

Personality Compatibility


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