Ray Williams

Questioner
DISC Type : c

CEO at Springfield Clinic

Springfield, Illinois Metropolitan Area, United States

Overview

Ray has no verified overview

Personality Overview

Price-Sensitive

Value Seeker

Cautious & Analytical

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  It is quite likely of them to ask for pricing or other concessions. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Ray has no verified topics they care about

Media Appearances

Ray has no verified media appearances

Work History

1-2017
CEO at Springfield Clinic
11-2012 - 12-2016
Senior Vice President - Physician Mergers & Integration at International Council for Quality Care (ICQC)
3-2015 - 3-2016
Chief Operating Officer at Brown & Toland Physicians
1-2010 - 11-2012
Senior Vice President at Providence Health & Services - Swedish Health
Vice President & Chief Administrative Officer, Sentara Medical Group at Sentara Healthcare

Education

MBA from Old Dominion University
Bachelor of Science (B.S.) from Old Dominion University

More Information

Social Presence :

Prographics :

Exp : 15 Location : Springfield, Illinois Metropolitan Area, United States Job Level : Leadership Designation : CEO at Springfield Clinic
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Insights For Selling To Ray

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Back up any claims with data and numbers
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Don’t try to be too friendly or informal with them
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • 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 Ray 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 Ray

  • 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 Ray move?

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

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


You And Ray

Personality Compatibility


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