Mike Kearns

Critic
DISC Type : C

Chief Operating Officer - New England at Shawmut Design and Construction

Worcester, Massachusetts, United States

Overview

Mike has no verified overview

Personality Overview

Negotiator

Critic

Precise

They like to take decisions independently and do not seek others' support often.  They are quite likely to negotiate on pricing or other key terms. They prefer to analyze logically and value objective facts over emotions.

Topics They Care About

Mike has no verified topics they care about

Media Appearances

Mike has no verified media appearances

Work History

6-1998
Chief Operating Officer - New England at Shawmut Design and Construction
6-1996 - 9-1997
Internship at Nitsch Engineering

Education

1998 - 2000
Master of Science - MS from Worcester Polytechnic Institute
1994 - 1998
Bachelor of Science - BS from Worcester Polytechnic Institute

More Information

Social Presence :

Prographics :

Exp : 28 Location : Worcester, Massachusetts, United States Job Level : Leadership Designation : Chief Operating Officer - New England at Shawmut Design and Construction
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Insights For Selling To Mike

During A Call Or A Meeting

DO's

  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • Be ready for penetrating questions and critical examination of your pitch
  • Tell them what ROI they can expect

DONT's

  • Don’t try too hard to build a relationship with them
  • Don’t rush them till they have clearly gotten all the necessary information
  • Avoid pushing them too much to involve other stakeholders unless it is critical

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mike is

  • Proof of ROI, low pricing and objective proof points are the important factors for them.
  • Will you ever get a clear answer from Mike

  • They do not mind saying no if they believe that it is the right decision.

Insights For Deal Planning

    How fast (or slow) will Mike move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Mike take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Mike

Personality Compatibility


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