3 different buyer types and how to sell to each one to drive growth
- E296
- 53:57
- October 19th 2022
Ryan Dohrn, is an amazing entrepreneur, author, and sales training, expert. He is also a motivational speaker - who has given more than 1000 keynotes!
He is known as the “funny sales guy” and has won an Emmy for marketing excellence while working for ABC TV/Walt Disney Co. (He has a great sound studio too by the way where he does his podcasting.)He was recognized by Forbes.com with the “Best of the Web” award for his business strategies.
He’s the creator of the "RD Way," which is a unique method for finding out what customers want before trying to sell to them - and to date, he’s generated over $100 million in sales for his clients and himself collectively.
Ryan also has three books: Selling Forward: Pandemic Tested Sales Strategies for Success; Selling Backwards; and How To Be A Manager Without Being A Jerk.
The books are essentially designed to help sales professionals and entrepreneurs (who are essentially salespeople) discover exactly what their customers want to buy so that they can have sales success without stress.
In this episode, Ryan shares how we can identify 3 different buyer types and how to sell to each one to drive growth. Insights he shares include:
- The power that marketing brings to the equation
- What are the 3 types of buyers we encounter the most
- Why understand buyer personalities to connect better with them
- Why the depth of relationships matter and how to measure it
- The customer needs assessments. (CNA) seems to be a vital part of every sales plan. Why Ryan does not like the CNA
- Why invest in personality profiling of potential customers
- Do we need to revise the way we ask for a sale?
- How to host virtual calls that close sales
- and much much more ...
Predictable B2B Success
The Predictable B2B Success podcast is about creating predictable growth in a business. This is a podcast for founders, business owners, and marketing and sales executives.
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