Susan Lassiter

Questioner
DISC Type : c

Sr. Account Executive at Prime Therapeutics

Raleigh, North Carolina, United States

Overview

Susan has no verified overview

Personality Overview

Price-Sensitive

Systematic

Cautious & Analytical

They prefer to do thorough analysis of any situation.  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

Susan has no verified topics they care about

Media Appearances

Susan has no verified media appearances

Work History

5-2012
Sr. Account Executive at Prime Therapeutics
5-2006 - 5-2012
Sr. Account Manager at Medco
Client Services Manager at CatalystRx
Client Consultant at Cigna
Account Executive at Insurmark Group, Inc.

Education

1980 - 1984
Bachelor of Arts (BA) from North Carolina State University
1979 - 1980
Education details unavailable from Guilford College

More Information

Social Presence :

Prographics :

Exp : 19 Location : Raleigh, North Carolina, United States Job Level : N/A Designation : Sr. Account Executive at Prime Therapeutics
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Insights For Selling To Susan

During A Call Or A Meeting

DO's

  • Share as much information as possible regarding your product
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Don’t try to be too friendly or informal with them
  • Avoid rushing them, be polite and patient
  • 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 Susan is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Susan

  • 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 Susan move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Susan take some risk or not?

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


You And Susan

Personality Compatibility


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