Richard Cairns

Energizer
DISC Type : I

Marketing Director - Delaware individual trustee services at Santora CPA Group

Kennett Square, Pennsylvania, United States

Overview

Richard has no verified overview

Personality Overview

Imaginative

Informal

Believer

Unlike C or D types, they are vocal with their opinions but not so much with their questions.  They are not always early adopters but can be pursuaded by leveraging strong relationships. They are really good at seeing what the long-term impacts of their decisions could be.

Topics They Care About

Richard has no verified topics they care about

Media Appearances

Richard has no verified media appearances

Work History

10-2019
Marketing Director - Delaware individual trustee services at Santora CPA Group
9-2016 - 10-2018
Senior Vice President/Senior Resident at PNC Bank, N.A.
9-2009 - 8-2016
Managing Director, PNC Delaware Trust Company at PNC Bank
5-1995 - 9-2009
Senior VP and Managing Director at PNC Wealth Management
1-1994 - 4-1995
VP at Meridian Asset Management

Education

1975 - 1978
BA from Hobart and William Smith Colleges
1983 - 1985
CFSC from ABA National Graduate Trust School

More Information

Social Presence :

Prographics :

Exp : 30 Location : Kennett Square, Pennsylvania, United States Job Level : Mid-senior Designation : Marketing Director - Delaware individual trustee services at Santora CPA Group
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Insights For Selling To Richard

During A Call Or A Meeting

DO's

  • Speak enthusiastically with energy, maintain a clear and confident tone
  • Talk about their team and how your product will help them do things better and easier
  • Talk anecdotally about the customer experience that your product offers

DONT's

  • Don’t push them to make a decision too fast, let them get comfortable first
  • Avoid ifs and buts, don’t talk too much about the risks etc.
  • Don’t assume a yes just because they have not said no

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Richard is

  • Relationship and rapport can play an important role, sometimes more than the other factors.
  • Will you ever get a clear answer from Richard

  • They will probably never say no directly, you have to make that decision yourself.

Insights For Deal Planning

    How fast (or slow) will Richard move?

  • They are not the quickest decision makers, their friendly attitude could be misleading.
  • Can Richard take some risk or not?

  • They may take certain risks that they deem unlikely of personal repercussions.

You And Richard

Personality Compatibility


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