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Selling Forward During and After The Pandemic, With Ryan Dohrn

Wes Schaeffer
Wes Schaeffer |

Ryan Dohrn

[ LISTEN NOW ON ITUNES ]

Professional Sales Tips you'll learn today on The Sales Podcast...

  • Author of "Selling Forward: Pandemic Tested Sales Strategies for Success" 
  • 89% of buyers would rather go to the dentist than talk to a salesperson.
  • Relationship selling is not dead, it has just changed.
  • If you keep selling the way you sold before the pandemic, your sales may suffer in dramatic ways.
  • Over 70% of buyers are making decisions emotionally right now.  This means that fact and stat-based salespeople are not connecting correctly with their clients.
  • Millennials don't seek a relationship to buy from you.
    • They demand transparency.
    • How much is it? Has anyone else tried it? Oh yeah...how much is it?

Related episodes and posts

  • You can increase your overall productivity in sales by 150% by setting time limits and time blocking your day.    
  • Over 60% of buyers will make 75% of their buying decision before they request to talk to a salesperson.
  • During times of uncertainty, buyers are looking for recommendations, not a 30-minute customer needs assessment.
  • Customer needs assessments are more about what a client WANTS than what they NEED.
  • Personality profiling of your prospects could increase your closing rate by 40%.     
  • Ghosting after a productive sales call with a client can be significantly reduced by reformatting your sales calls and slide decks.
  • Emotional, logical, or ego-driven buyers?

  • What makes you so different than other sales coaches?
  • What is so different now than pre-pandemic in the sales business?
  • You mention personality profiling of prospective clients, what does that mean?
  • Is relationship-based selling dead?
  • I hear you are not a fan of customer needs assessments.
    • "The 10 Tall Questions."
    • The CNA seems to be a vital part of every sales plan.
    • Why do you not like the CNA?
    • Guide a prospect to what they need, not just what they want.
  • Lots of salespeople talk about being ghosted after a productive sales call.Why is this happening and how can it be avoided?
  • How does Maslow’s hierarchy of needs apply to sales and hosting meetings with prospective clients? 
  • How to increase sales productivity by 150%.
  • Make sales a fine dining experience rather than a trip to a buffet.
  • For salespeople who are struggling out there, what is your best advice?

Social proof reduces risk."
  • Kellogg's grew after the Depression when they ramped up their marketing.
  • Trying times make people more of what they are.
  • People don't take meetings out of curiosity anymore.
  • "How can I be of assistance to you today?"
  • Position yourself as a helper.
  • Mission readiness is key.
  • Look for patterns that produce.
  • Sales are more complex now.
  • From Iowa pig farming to Emmy-Award Winning motivational speaker.
  • "The Prostitute Principal"

Sales training legend, author, Ben Gay, III, trained Zig Ziglar, was mentored by Napoleon Hill, and now he shares his sales advice on The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

 

 


Sales Growth Tools Mentioned In The Sales Podcast

  • Take The CRM Quiz: get a free consultation with me
  • The Sales Agenda: take control of every sales opportunity like a pro.
  • Leadferno: Turn lurkers into leads
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  • Send Drunk Emails: ...that get opened and get you paid!
  • Phone Burner: work the phone like a machine so you can be a human when you connect.
  • Sendspark: Send video emails that make an impact so you can stand out from the noise. Use promo code SALESWHISPERER to get 33% off for 3 months

GUEST INFO:

  • Visit Ryan Dohrn's home on the web
  • Guest Twitter: https://twitter.com/ryandohrn
  • Guest Instagram: https://www.instagram.com/ryandohrn/
  • Guest LinkedIn: linkedin.com/in/ryandohrn/

PODCAST INFO:

SUPPORT & CONNECT: Check out the sponsors above, it’s the best way to support this podcast

 

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