Mike Koehler

Go-getter
DISC Type : d

AVP, CL Product at Grange Insurance

Greater Pittsburgh Region, United States

Overview

Mike has no verified overview

Personality Overview

Vision Oriented

Direct & Candid

Decisive

They respond well to confident salespeople.  They care equally about the product and its potential impact. They focus on objectivity in a pitch and pay little attention to bells and whistles.

Topics They Care About

Mike has no verified topics they care about

Media Appearances

Mike has no verified media appearances

Work History

2-2023
AVP, CL Product at Grange Insurance
1-2021 - 2-2023
Director, CL Product at Grange Insurance
3-2016 - 12-2020
Commercial Lines Underwriting Manager at Grange Insurance
9-2014 - 3-2016
CL Field Underwriter at Grange Insurance
3-2008 - 2-2009
Account Representative at State Farm Insurance Agency

Education

BSJ from West Virginia University

More Information

Social Presence :

Prographics :

Exp : 12 Location : Greater Pittsburgh Region, United States Job Level : N/A Designation : AVP, CL Product at Grange Insurance
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Insights For Selling To Mike

During A Call Or A Meeting

DO's

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

DONT's

  • Don’t try to be an alpha salesperson, give them equal space
  • Do not give up if they are not convinced, try again with a different approach
  • Avoid long winding pitches, stay objective

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mike is

  • Belief in the product plays an important role, followed by objective proof and testimonials.
  • Will you ever get a clear answer from Mike

  • They may hesitate slightly, but if they are not convinced, they will say no.

Insights For Deal Planning

    How fast (or slow) will Mike move?

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

  • They can take risks only after they have analyzed the advantages and disadvantages.

You And Mike

Personality Compatibility


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