Susan Tolve Cerra

Examiner
DISC Type : cs

Director of Communications at Dominican University New York

New York City Metropolitan Area, United States

Overview

Susan has no verified overview

Personality Overview

Overcautious

Unexpressive

Status Quo Seeker

The only way to convince them is by showing them examples and ample proof.  They are heavily focused on quality and prefer doing things the right way, even if it takes time. 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

7-2015
Director of Communications at Dominican University New York
6-2002 - 10-2011
Full-time parenting at Career Break
10-2013
Director of Community Relations at County of Rockland
6-2002
Director of Communications at County of Rockland

Education

Bachelor of Arts - BA from Villanova University
Master of Science - MS from Dominican University New York

More Information

Social Presence :

Prographics :

Exp : 20 Location : New York City Metropolitan Area, United States Job Level : Mid-senior Designation : Director of Communications at Dominican University New York
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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
  • Ask them which other stakeholders would be important for this purchase decision
  • Expect them to be slow and cautious, encourage them to ask more questions

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 push them too hard to make fast decisions, give them time

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Susan is

  • Adoption by others is very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Susan

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Susan move?

  • They don't like to hasten, so their speed of decision-making may be slow.
  • Can Susan take some risk or not?

  • They have little willingness to take risks, and prefer making calculated decisions.

You And Susan

Personality Compatibility


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