Susan Gelman

Examiner
DISC Type : cs

Technical Sales Specialist at Thermo Fisher Scientific

Greater St. Louis, United States

Overview

Susan has no verified overview

Personality Overview

Overcautious

Tough To Convince

Status Quo Seeker

The only way to convince them is by showing them examples and ample proof.  They tend to have clarity about their needs and constraints, and are unlikely to over-promise. They are thorough and always follow a systematic approach.

Topics They Care About

Susan has no verified topics they care about

Media Appearances

Susan has no verified media appearances

Work History

1-2023
Technical Sales Specialist at Thermo Fisher Scientific
10-2019 - 3-2023
Account Manager, Mass Spectrometry and Chromatography at Thermo Fisher Scientific
6-2017
Business Development & Marketing at Washington University in St. Louis
4-2015 - 12-2015
Writer, Naturejobs at Nature Research (Publishing)
8-2013 - 5-2019
Ph.D. Candidate at Washington University in St. Louis

Education

2013 - 2018
Doctor of Philosophy (PhD) from Washington University in St. Louis
2008 - 2012
Bachelor of Science (BSc) from UC Santa Barbara

More Information

Social Presence :

Prographics :

Exp : 11 Location : Greater St. Louis, United States Job Level : Junior Designation : Technical Sales Specialist at Thermo Fisher Scientific
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Insights For Selling To Susan

During A Call Or A Meeting

DO's

  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Expect them to be slow and cautious, encourage them to ask more questions

DONT's

  • Don't be very accepting if that is your natural style, stay firm
  • Don't push them too hard to make fast decisions, give them time
  • Don't use phrases like 'do not worry', 'i promise' etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Susan is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Susan

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Susan move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can Susan take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Susan

Personality Compatibility


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