Don Rafferty

Researcher
DISC Type : Cs

Partner at Cohen, Todd, Kite & Stanford, LLC

Cincinnati, Ohio, United States

Overview

Don has no verified overview

Personality Overview

ROI Seeker

Cost Conscious

Perfectionist

Being observant comes to them naturally.  They tend to be clear about their needs and limitations and are unlikely to promise too much. They are heavily focused on quality and prefer doing things the right way, even if it takes time.

Topics They Care About

Don has no verified topics they care about

Media Appearances

Don has no verified media appearances

Work History

5-1987
Partner at Cohen, Todd, Kite & Stanford, LLC
6-1985 - 7-1986
Commercial Loan Officer at NBD F&M Bank
6-1984 - 6-1985
Credit Analyst at National Bank of Detroit (NBD)

Education

1986 - 1989
JD from University of Cincinnati College of Law
1980 - 1984
B.A. from Kalamazoo College

More Information

Social Presence :

Prographics :

Exp : 40 Location : Cincinnati, Ohio, United States Job Level : N/A Designation : Partner at Cohen, Todd, Kite & Stanford, LLC
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Insights For Selling To Don

During A Call Or A Meeting

DO's

  • When following up with them, expect slowness; use questions to engage them, preferably over email.
  • Preferably use email to follow up with them instead of phone or Linkedin, engage by asking question or opinions
  • Share whitepapers or case studies that showcase measurable results instead of just telling customer stories

DONT's

  • Give it some time before you try to build rapport and a relationship, it doesn't come to them naturally
  • Avoid winging it with them particularly, answer a question only if you know the answer well
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Don is

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

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

Insights For Deal Planning

    How fast (or slow) will Don move?

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

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

You And Don

Personality Compatibility


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