Ray Stoughton

Examiner
DISC Type : cs

Vice President of Sales at Fetzer Vineyards-Concha y Toro at Fetzer Vineyards-Concha y Toro

Miami-Fort Lauderdale Area, United States

Overview

Ray has no verified overview

Personality Overview

Overcautious

Process Oriented

Tough To Convince

The only way to convince them is by showing them examples and ample proof.  Being observant comes to them naturally. They tend to have clarity about their needs and constraints, and are unlikely to over-promise.

Topics They Care About

Ray has no verified topics they care about

Media Appearances

Ray has no verified media appearances

Work History

1-2022
Vice President of Sales at Fetzer Vineyards-Concha y Toro at Fetzer Vineyards-Concha y Toro
1-2017 - 1-2022
Executive Vice President/General Manager at Disaronno International
3-2015 - 12-2016
VP US Sales at Guarachi Wine Partners
8-2010 - 3-2015
Vice President of Sales & Marketing at Independent Distillers, USA
7-2003 - 7-2010
VP US Sales at Treasury Wine Estates

Education

1984 - 1988
BA Urban Studies from Roanoke College
1997 - 2002
MBA from Loyola University Maryland

More Information

Social Presence :

Prographics :

Exp : 22 Location : Miami-Fort Lauderdale Area, United States Job Level : Senior Designation : Vice President of Sales at Fetzer Vineyards-Concha y Toro at Fetzer Vineyards-Concha y Toro
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Insights For Selling To Ray

During A Call Or A Meeting

DO's

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

DONT's

  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't be very accepting if that is your natural style, stay firm

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ray is

  • For them, low risk and acceptance by others are very important, followed by proof of ROI.
  • Will you ever get a clear answer from Ray

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Ray move?

  • They do not like to take decisions in a hurry, so they could be slow in making their mind up.
  • Can Ray take some risk or not?

  • They are low on risk-appetite and prefer to make informed decisions.

You And Ray

Personality Compatibility


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