Ryan Dohrn breaks down his 3D sales process from Sandler training: identify the prospect's pain, how long it's existed, and what they've already tried to fix it. He doesn't jump straight into these questions but first validates their time and shares relevant success stories, then moves into the 3D sequence.
Hey friends, Ryan Dohrn here, your global sales coach, answering your listener questions. Thanks for sending those in, by the way, over to ryan@ryandohrn.com. Let's see, Robert from New Jersey asking about, Ryan, you have often presented your 3D sales process. Still a little confused as to where that fits into the sales call. Can you explain? All right, Robert. From New Jersey. For those of you that may not understand what Robert is referencing, my 3D sales process— and let me make sure I give credit where credit is due— back in the day when I was doing some Sandler sales training, I really liked a process that they used to identify pain. So I really teach that and, and coach with that. And so one of the things that I really enjoyed about it is it's easily replicatable. So in identifying a customer's pain, it's a very simple process. first, asking them something along these lines: when you agreed to meet with me, what is the one problem you were hoping I could solve? Or if I could wave a magic wand, so to speak, what's that one pain point that I could potentially take away from your business, etc.? The second step of that 3D— the second step would be, after you identify the pain, then ask that person, how long has this been a problem? Or how long has this pain existed in your business life? Or Whatever the circumstance is. Then the third thing would be to ask, you know, what have you tried in the past to get rid of that problem? How much money have you spent to try to get rid of that problem, etc.? Now, Robert from New Jersey, to be real specific, that's not where I start the sales call. I start the sales call by validating time, setting an agenda, sharing success stories. Then I get into the questioning. of, of the customer. And I do that in that particular order because that's the order that really follows Maslow's hierarchy of needs as you try to, you know, work with somebody's basic psychology. So that's where I added in the sales process, and that really is what the step looks like. If you head over to ryandohrn.com, click on the blog, you can see a lot more information about that. So just remember, friends, identifying somebody's pain and you being the person that removes that pain from their life with your product or service can be really, really an easy way to be able to move your sales conversation forward. So what's the problem? How long has this been a problem? And what have you done, or how much money have you spent to try to fix that problem or get rid of the problem? And Robert in New Jersey, I hope that is helpful to all of you. Friends, never forget, if sales was easy, everybody'd be doing it, and, and they're not. So we're either crazy, which is possible, or we found, friends, a career that will feed our families for a lifetime. All right, more about what I can do for you, for your company, etc. Love to speak at your sales conferences. Head over to ryandohrn.com. All right, friends, we'll see you next week.
