Shelley Kester

Questioner
DISC Type : c

Owner/CEO at Wilson Kester the Empowered Divorce Source, a family law firm

Traverse City, Michigan, United States

Overview

Shelley has no verified overview

Personality Overview

Price-Sensitive

Not Easily Convinced

Cautious & Analytical

It is quite likely of them to ask for pricing or other concessions.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Shelley has no verified topics they care about

Media Appearances

Shelley has no verified media appearances

Work History

1-1998
Owner/CEO at Wilson Kester the Empowered Divorce Source, a family law firm
1-1998
Owner/CEO at Wilson Kester

Education

1986 - 1989
Juris Doctorate from University of the Pacific - McGeorge School of Law
1980 - 1986
Bachelor of Arts from Michigan State University

More Information

Social Presence :

Prographics :

Exp : 28 Location : Traverse City, Michigan, United States Job Level : N/A Designation : Owner/CEO at Wilson Kester the Empowered Divorce Source, a family law firm
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Insights For Selling To Shelley

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Share as much information as possible regarding your product
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

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

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Shelley is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Shelley

  • 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 Shelley move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Shelley take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Shelley

Personality Compatibility


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