In this Q&A video, global sales coach Ryan Dohrn answers a listener, Brandy from Orlando, who asks how to sell during the current economic downturn. Ryan emphasizes that buyers are increasingly making decisions emotionally—74% report emotional rather than logical decision‑making. He advises salespeople to step up their activity: replace mass emails with personalized outreach, polish LinkedIn profiles to showcase life experience, actively follow and engage with clients’ content, and prioritize phone calls to build empathy. He stresses the importance of walking in the client’s shoes and keeping a robust pipeline to survive a recession. Ryan also promotes his new book, Selling Forward, which focuses on selling to fatigued advertisers, noting that all net proceeds support the Golden Harvest Food Bank. He invites listeners to contact him via ryandohrn.com for further help.
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Hey friends, Ryan Dohrn here, your global sales coach, answering your listener questions sent in to ryan@ryandohrn.com. And I say it all the time, I love your questions. It just lets me know that I'm able— I just love helping. That's why I do this. I love to help folks. Well, and people pay me too, but I mean, I love to help folks as well. All right, Brandy from Orlando has our next question. Ryan, everybody's talking about the economy. Everybody's talking about cutting back. It seems like every conversation out there is about the economy. Any advice of what I can do? Well, Brandy, you're not alone because we answered some questions a couple weeks ago from a guy named Rob in Indianapolis. He's, he's not alone. I'm covering this on my podcast and I talk a lot about pandemic fatigue and I talk about fatigue in terms of selling to advertisers that are emotional. And right now, business owners, advertisers, clients out there, pretty darn emotional. As a matter of fact, as of last Friday, 74% of buyers out there are saying they're making their decisions Not from a logical perspective, but from an emotional perspective. All right, when things are tough in sales land, one of the first things you wanna do is you wanna step up, Brandy. You wanna step up your activity and step up your sales game. You wanna stop doing mass emails, send emails that are personalized and are specific. Get on LinkedIn, polish up your LinkedIn profile. Make sure it doesn't look like a resume. Make sure it looks like your life experience. Help people learn about you on LinkedIn. On LinkedIn, follow your clients, like and share their content. Follow your clients' companies, like and share their content. Pick up the phone, get on the phone with these people. It's, it's really hard to learn about somebody via email. So pick up the phone, call your clients, do your best to walk a mile in their shoes. But whenever times get tough, it's time for me as a salesperson— Brandy, step up your activity. Be your best self, because the more people you have in the hopper, your greater your chance of surviving during an economic downturn. Friends, love to come to your sales meetings, love to speak to you and, and offer brandy. I actually was just in Orlando speaking at Disney down there. And then friends, also love for you to buy a copy of my new book called Selling Forward. It's all about selling to fatigued advertisers. So now is the perfect time to buy. And of course, all net proceeds are going to go to the Golden Harvest Food Bank, a part of the Feeding America Network. Don't forget, friends, if sales was easy, everybody'd be doing it, and they're not. We're not crazy. Well, I mean, some of you are crazy, but it's a career that has fed my family for a lifetime. And my goal is real simple. I want to help you take your sales dreams to places you only dreamed possible. All right. To find out what I can do to help you, reach out, reach out to me over at ryandohrn.com. All right. We'll see you next week. Brandy, good luck. Thank you.
