Desi Rafferty

Examiner
DISC Type : cs

Sales Director at M&K

United Kingdom

Overview

As Sales Director at M&K, Desi Rafferty leverages his background as a Design Engineer to help clients enhance profitability through efficient waste recycling solutions. He holds an MBA from Queens University Belfast and is focused on driving business growth and minimizing customer downtime.

He possesses deep product knowledge, having started at M&K as a Design Engineer for Waste Recycling Products before advancing into his current sales leadership role.

Personality Overview

Overcautious

Status Quo Seeker

Unexpressive

The only way to convince them is by showing them examples and ample proof.  They are always well-planned and adopt 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

Waste Recycling Solutions
His entire career, from Design Engineer to Sales Director, has centered on mobile and static waste recycling equipment, emphasizing efficiency and material recovery.
Customer Profitability
His professional focus is on helping customers process more material, minimize operational downtime, and ultimately build profitability for their businesses.
Innovative Equipment Design
With a background as a Design Engineer, he published a piece on mobile solutions, highlighting benefits like flexibility and eliminating the need for civil planning permissions.

Media Appearances

Desi has no verified media appearances

Work History

1-2000
Sales Director at M&K
1-2000
Design Engineer at M&K

Education

1994 - 1995
Master of Business Administration (MBA) from Queen's University Belfast
1998 - 2000
Master of Computer Applications (MCA) from Ulster University

More Information

Social Presence :

Prographics :

Exp : 26 Location : United Kingdom Job Level : Mid-senior Designation : Sales Director at M&K
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Insights For Selling To Desi

During A Call Or A Meeting

DO's

  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • 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 push them too hard to make fast decisions, give them time
  • Don't rely on relationship building even if they act pleasantly
  • Don't use phrases like 'do not worry', 'i promise' etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Desi is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Desi

  • 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 Desi move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Desi take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Desi

Personality Compatibility


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