Ryan Dohrn argues that modern sales needs both high volume and quality interactions. He shares a three-step script: drop a customer name, explain why they should listen, ask for ten minutes. Keep it brief, repeat it daily, and the two approaches work together.
Hey friends and fans, Ryan Dohrn here, your friendly neighborhood sales coach. Hope you're having a great week out there in sales land. Hey, if these tips are helpful to you, subscribe down below by clicking that red button, click the little bell, and you'll be alerted whenever we add new training tips. All right, let's talk quantity versus quality, or quality versus quantity. I know some of you out there, you've got a boss that's like, hey, you need to be making 45 calls today, or something like that. And you think, hey, I'd rather do quality over quantity. You're probably the same person that's looking to work smarter and not harder. Okay, good luck with that. In today's sales environment, in today's sales climate, you do need to be smart and you need to work hard. You do need a high level of quantity in your calls, and those quantity should be quality calls. You don't have to sacrifice quality for quantity or quantity for quality. You just need to follow my very simple format. And this isn't revolutionary, it's just I've been using it for a very long time. All right, voicemails, emails, live phone calls— 3 things I'm always doing. First, I'm always using social proof. Social proof is ethically name-dropping other customers, how much they love you, how much you love them. So that's the first thing I'm going to do in a voicemail, email, phone call, live— doesn't matter. Second thing, what's my value proposition? Why should they give me 5 minutes or 5 seconds? That's always my second sentence in my voicemails, my emails, and my live phone calls. The third thing I'm going to do— and there's only 3, everything in life revolves around the rule of 3— third thing is my simple ask. My simple ask is always 10 minutes. Could I just get 10 minutes to find out how we can be of help to you? All right, so again, the format is social proof, clients you're working with, How excited they are, your value proposition, and then the third thing is just your quick, simple ask for 10 minutes. Friends, that 3-step formula for emails, voicemails, being live on the phone with people is simple, it's straightforward, anybody can do it. And instead you kind of get, get a little tongue-tied, or you try to make sure you're loading your emails with too much stuff. I'm not saying that your grandmother was wrong when she said you only have one chance. to make a first impression. I'm not saying that. I'm just saying it can be simpler than that. Be brief, be short, be to the point. Social proof. What's your value proposition and your simple, quick ask? That's what I do every single day out there in sales land. Hey, don't forget, I'm not just a coach and a consultant. I actually have to sell every day to feed my family as well. Friends, never forget, if sales was easy, everybody'd be doing it, and they're not. We're the wacky, weird ones out there. We love our jobs. Sales is a great career. It'll feed your families for a lifetime. Love to come and speak at your national sales conference, be a part of coaching your larger teams. Reach out to me over at ryandohrn.com. All right, friends, we'll see you next week.
