Susan Lautenbacher, Ph.D.

Enigma
DISC Type : dci

Chief Executive Officer at Lark Enterprises, Inc.

Greater Pittsburgh Region, United States

Overview

Susan has no verified overview

Personality Overview

Fast Follower

Friendly Yet Blunt

Hard To Convince

They are likely to ask many questions and look heavily for supporting proof as well as information.  They can sound friendly and charming but can quickly change gears to become inquisitive and probing  They are generally strong communicators and are not easy to convince.

Topics They Care About

Susan has no verified topics they care about

Media Appearances

Susan has no verified media appearances

Work History

9-2013
Chief Executive Officer at Lark Enterprises, Inc.
9-2013
Chief Executive Officer at Lark Enterprises, Inc.
7-2011 - 1-2014
Instructor at Slippery Rock University
Program Director at Pressley Ridge
Supervisor of Special Educational Services – Pressley Ridge School (Approved Private School) at Pressley Ridge

Education

2005 - 2013
Doctor of Philosophy (Ph.D.) from University of Pittsburgh
2000 - 2001
MEd from Slippery Rock University

More Information

Social Presence :

Prographics :

Exp : 14 Location : Greater Pittsburgh Region, United States Job Level : Leadership Designation : Chief Executive Officer at Lark Enterprises, Inc.
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Insights For Selling To Susan

During A Call Or A Meeting

DO's

  • Let them lead the discussion, create opportunities for them to speak if they are not very forthcoming
  • Build rapport slwly without rushing, it will come handy to handle hard questions later
  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."

DONT's

  • Don’t brush off any concerns, take all questions seriously. They are easily deterred
  • Avoid long presentations and just 'high-level' value proposition, dive into the details
  • Don’t rely excessively on your relationship with them to win the deal even if you come to form one

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Susan is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Susan

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Susan move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Susan take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Susan

Personality Compatibility


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