Susan Spears, IOM

Examiner
DISC Type : sc

President & CEO at Fredericksburg Regional Chamber of Commerce

Fredericksburg, Virginia, United States

Overview

Susan has no verified overview

Personality Overview

Late Adopter

Unexpressive

Tough To Convince

They do not like taking risks at all and go for proven options in the end.  They are heavily focused on quality and prefer doing things the right way, even if it takes time. They are quite aware of their needs and limitations, so they are unlikely to over-promise.

Topics They Care About

Susan has no verified topics they care about

Media Appearances

Susan has no verified media appearances

Work History

President & CEO at Fredericksburg Regional Chamber of Commerce
Executive Director, Leadership Fredericksburg at Fredericksburg Regional Chamber of Commerce
Vice President, Community and Leadership Development at Fredericksburg Regional Chamber of Commerce
10-1996 - 8-2004
Cosmetics Manager at Estée Lauder
2-2004 - 5-2004
Campaign Manager at Tomzak for Mayor

Education

Bachelor of Music from Virginia Commonwealth University

More Information

Social Presence :

Prographics :

Exp : 7 Location : Fredericksburg, Virginia, United States Job Level : Leadership Designation : President & CEO at Fredericksburg Regional Chamber of Commerce
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Insights For Selling To Susan

During A Call Or A Meeting

DO's

  • Be firm in your communication and stay in control
  • Ask them which other stakeholders would be important for this purchase decision
  • First of all, focus on building their confidence by sharing examples, case studies etc.

DONT's

  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Don't rely on relationship building even if they act pleasantly
  • Don't be very accepting if that is your natural style, stay firm

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 are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

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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