Ryan Dohrn argues that asking customers what they need often misses what they actually need. His assumptive recommendation method, which suggests solutions based on past client wins, increased his sales by as much as 40%. People respond better to concrete recommendations than to questions alone.
Hey friends, Ryan Dohrn here, your Global Sales Coach, and this is your sales training tip of the week. Have you considered assumptive recommendation-based selling, or are you using the method of just a standard customer needs assessment? Here's something I'd like you to consider. Customer needs assessments are great. We've been doing them for years, but typically they reveal what your client wants, And not necessarily what your client needs. Assumptive recommendation-based selling is really assuming what they need based on past clients you've worked with, and then recommendations, making recommendations based on those past assumptions. Here's what I've discovered. I've discovered that in a lot of cases, my sales are up as much as 40% when I move from the CNA approach over to the recommendations An assumptive approach. Now, don't get me wrong, don't send me hate mail. I'm not saying we shouldn't ask questions and we shouldn't be concerned about what our clients need. I'm just saying that a lot of times those needs assessment, they reveal what somebody wants, not what they need. I love recommendations because people love to hear them. I love the assumptive approach. Hey, we worked with so-and-so. This is what happened with them. I assume this could be a win if something like that worked for you as well. Is that the case? Assumptive and recommendation-based selling. Give it some thought. Listen to the podcast about it and really think about how it might just change your sales life. Hey, if I can be of help to you, reach out, ryan@ryandohrn.com. And don't forget, friends, if sales was easy, everybody'd be doing it. And they're not. We're the chosen few. We found a career that'll feed our families for a lifetime.
