Tom Kersting

Examiner
DISC Type : sc

Managing Director at Franklin Street

Tampa, Florida, United States

Overview

Tom has no verified overview

Personality Overview

Tough To Convince

Status Quo Seeker

Unexpressive

They tend to be clear about their needs and limitations and are unlikely to promise too much.  They are thorough and always follow a systematic approach. They are heavily focused on quality and prefer doing things the right way, even if it takes time.

Topics They Care About

Tom has no verified topics they care about

Media Appearances

Tom has no verified media appearances

Work History

12-2017
Managing Director at Franklin Street
8-2014
President of Franklin Street Insurance Services at Franklin Street
8-2012 - 8-2014
Vice President at Aon Risk Solutions
9-2007 - 8-2012
Producer at Lykes Insurance, Inc.

Education

1997 - 2001
B.A. in Business Administration from University of Florida
1994 - 1997
Education details unavailable from Clearwater Central Catholic High School

More Information

Social Presence :

Prographics :

Exp : 18 Location : Tampa, Florida, United States Job Level : Mid-senior Designation : Managing Director at Franklin Street
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Insights For Selling To Tom

During A Call Or A Meeting

DO's

  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Expect them to be slow and cautious, encourage them to ask more questions
  • Ask them which other stakeholders would be important for this purchase decision

DONT's

  • Don't be very accepting if that is your natural style, stay firm
  • 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 Tom is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Tom

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

Insights For Deal Planning

    How fast (or slow) will Tom move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can Tom take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Tom

Personality Compatibility


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