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Selling Forward During and After The Pandemic, With Ryan Dohrn

Author

Wes Schaeffer
September 11, 2022

Ryan Dohrn

  • 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 that 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”

Ben Gay, III on The Sales Podcast 544

Sales Growth Tools Mentioned In The Sales Podcast

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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/

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