Ryan Dohrn explains how salespeople can adapt their style to match three buyer types: ego-driven, emotional, and logical. Logical buyers need stories around the facts; emotional buyers need data and brevity. The best performers flex their approach without losing themselves.
Hey friends, Ryan Dohrn here, your global sales coach, and this is your sales training tip of the week. Whenever we're selling to somebody, we've got to be a chameleon in sales. We've got to be willing to change who we potentially are in the moment to best connect with that buyer. Now, for some of you, it sounds a little bit far-fetched. Maybe you're like, Ryan, I thought you talked about being authentic. Shouldn't I be authentic? Oh, absolutely. You need to be you. What I'm talking about though is just slightly changing the way that we present things depending upon the person that we're meeting with. Let me give you an example. Out there in the sales world today, we typically run across 3 different types of buyers. Typically, ego-driven buyers, emotional-driven buyers, and logical buyers. Now, the first thing is, is to identify who are you. So for me, it's not that I throw logic out the window, but I buy things, me personally, Ryan Dohrn based on how they make me feel, how they make me look. And in the end, I mean, numbers are important, but I'm going to base it on how do I feel about this. Now, my wife, on the other hand, who I dearly love, 26 years together, dearly love, she's a lot more logical. For her, 2 and 2 is 4. For me, 2 and 2 is like 4, but a great start, right? Let's have some fun. So if you are a logical person and you're selling to somebody like me, you need to take that logic And wrap it in a story. That's how I'm going to receive it. Now, I'm an emotional person, an emotional buyer, an emotional seller, and I'm meeting with someone that's logical. I'm going to have to tone that down a little bit. I'm going to have to stick to the facts. I'm going to have to use facts to my advantage, use stats to my advantage. It's not that I'm not going to share a story. I'm going to recognize that that person's a little more 1, 2, 3, 4, 5, and I'm a little bit more like happy fingers. When you think about it, friends, Those that are great in sales are able to adjust their skin, if you will, like a chameleon. They're able to adjust just enough to make sure that they can deeply connect with the type of buyer that they're meeting with. Friends, never forget, if sales was easy, everybody'd be doing it, and they're not. We're not crazy. Well, maybe we're a little crazy, but we're the chosen few out there. We're the ones willing to put our paychecks, our salaries, our family's livelihood on the line At the end of the day, we're always keeping our fingers crossed for that sale because it feels so good, doesn't it? Friends, for more about what I can do to help you, your team, reach out to me, ryandohrn.com. We'll see you next week.
