Terrence Kerner

Doer
DISC Type : ds

President at Atlantic Constructors, Inc.

Richmond, Virginia, United States

Overview

Terrence has no verified overview

Personality Overview

Risk-Accepting

Fast-paced

Long-term Focused

Reading between the lines and seeing beyond your words comes naturally to them.  They are very professional in their approach and can weigh multiple perspectives together. They exhibit a rare combination of being result-oriented but patient at the same time.

Topics They Care About

Terrence has no verified topics they care about

Media Appearances

Terrence has no verified media appearances

Work History

President at Atlantic Constructors, Inc.
VP at Atlantic Constructors, Inc.
Sales Manager at Colonial Mechanical

Education

1987 - 1990
Education details unavailable from Virginia Military Institute
Education details unavailable from VMI

More Information

Social Presence :

Prographics :

Exp : N/A Location : Richmond, Virginia, United States Job Level : Senior Designation : President at Atlantic Constructors, Inc.
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Insights For Selling To Terrence

During A Call Or A Meeting

DO's

  • Ask them at the end if they see a strong value prop in your product; expect an honest answer
  • Focus on the results that your product produces, expect some strategic questions in return
  • During followups, use phone or text if needed, they should be fine

DONT's

  • Avoid putting conscious effort into relationship-building
  • Don't focus too much on mutual contacts or bother about other stakeholders, focus on them
  • Don't get into pricing discussions early on, steer conversation towards proven results

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Terrence is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Terrence

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Terrence move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Terrence take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Terrence

Personality Compatibility


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