<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=1581599555431982&amp;ev=PageView&amp;noscript=1">

Selling Forward During and After The Pandemic, With Ryan Dohrn

Ryan Dohrn



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?

Join The Club

  • 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


Which CRM Is Right For You?


Sales Growth Tools Mentioned In The Sales Podcast

  • Take The CRM Quiz: get a free consultation with me
  • Donate: Just because you like the show, the no-bullshit approach, and don't want to buy a book, software, or The Make Every Sale Program.
  • The Sales Agenda: take control of every sales opportunity like a pro.
  • Leadferno: Turn lurkers into leads
  • Founders Card: Get $20,000 in free processing from Stripe, save 15% on Bose, save on hotels, travel, car rentals, you name it.
  • 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


  • 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/


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