Gary Lortz

Questioner
DISC Type : c

Sales Director at Cookies BBQ Sauces & Seasonings

Johnston, Iowa, United States

Overview

Gary has no verified overview

Personality Overview

Not Easily Convinced

Price-Sensitive

Cautious & Analytical

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They prefer to do thorough analysis of any situation.

Topics They Care About

Gary has no verified topics they care about

Media Appearances

Gary has no verified media appearances

Work History

7-2019
Sales Director at Cookies BBQ Sauces & Seasonings
7-2002 - 12-2018
Account Manager at RJReynolds
5-1991 - 7-2002
Territory Sales Manager at Brown & Williamson Tobacco

Education

Education details unavailable from American Institute Of Business

More Information

Social Presence :

Prographics :

Exp : 34 Location : Johnston, Iowa, United States Job Level : Mid-senior Designation : Sales Director at Cookies BBQ Sauces & Seasonings
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Insights For Selling To Gary

During A Call Or A Meeting

DO's

  • Tell them that you will come back if you don’t have a good answer for a question
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Share as much information as possible regarding your product

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t try to be too friendly or informal with them
  • 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 Gary is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Gary

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Gary move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Gary take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Gary

Personality Compatibility


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