Stephen Auton-Smith

Planner
DISC Type : Sc

Senior Managing Director, Ernst & Young Infrastructure Advisors, LLC at EY

New York, New York, United States

Overview

Stephen has no verified overview

Personality Overview

Overcautious

Not Very Vocal

Slower Adopter

They are quite aware of their needs and limitations, so they are unlikely to over-promise.  They do not like taking risks at all and go for proven options in the end. The only way to convince them is by showing them examples and ample proof.

Topics They Care About

Stephen has no verified topics they care about

Media Appearances

Stephen has no verified media appearances

Work History

7-2021
Senior Managing Director, Ernst & Young Infrastructure Advisors, LLC at EY
5-2017 - 6-2021
Managing Director, Ernst & Young Infrastructure Advisors LLC at EY
8-2015 - 5-2017
International Director, Infrastructure Advisory at EY
11-2001 - 7-2015
Director, Energy Corporate Finance at EY

Education

1994 - 1997
Bachelor's degree from University of Cambridge

More Information

Social Presence :

Prographics :

Exp : 24 Location : New York, New York, United States Job Level : Senior Designation : Senior Managing Director, Ernst & Young Infrastructure Advisors, LLC at EY
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Insights For Selling To Stephen

During A Call Or A Meeting

DO's

  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Be firm in your communication and stay in control
  • Expect them to be vague in response to your questions, ask firmly and pointedly

DONT's

  • Don't be very accepting if that is your natural style, stay firm
  • Don't rely on relationship building even if they act pleasantly
  • Don't use phrases like 'do not worry', 'i promise' etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Stephen is

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

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Stephen move?

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

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

You And Stephen

Personality Compatibility


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