Ray Guercio

Examiner
DISC Type : sc

Vice President, Remarketing & Sales at ICON International, Inc.

Stamford, Connecticut, United States

Overview

Ray has no verified overview

Personality Overview

Process Oriented

Status Quo Seeker

Tough To Convince

Being observant comes to them naturally.  They are thorough and always follow a systematic approach. They tend to be clear about their needs and limitations and are unlikely to promise too much.

Topics They Care About

Ray has no verified topics they care about

Media Appearances

Ray has no verified media appearances

Work History

4-2000
Vice President, Remarketing & Sales at ICON International, Inc.
Director, Finance & Admin at Reuters

Education

MBA from LIU Post
BA from Johnson & Wales University

More Information

Social Presence :

Prographics :

Exp : 26 Location : Stamford, Connecticut, United States Job Level : Senior Designation : Vice President, Remarketing & Sales at ICON International, Inc.
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Insights For Selling To Ray

During A Call Or A Meeting

DO's

  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • Expect them to be slow and cautious, encourage them to ask more questions
  • First of all, focus on building their confidence by sharing examples, case studies etc.

DONT's

  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't be very accepting if that is your natural style, stay firm
  • 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 Ray is

  • Adoption by others is very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Ray

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

Insights For Deal Planning

    How fast (or slow) will Ray move?

  • They don't like to hasten, so their speed of decision-making may be slow.
  • Can Ray take some risk or not?

  • They have little willingness to take risks, and prefer making calculated decisions.

You And Ray

Personality Compatibility


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