Ryan Dohrn breaks down three buyer types: ego-driven, emotional, and logical. Most salespeople sell the way they want to be bought, but top performers adapt instead. Match each type's style, from ego-stroking to storytelling to data, and you'll close more deals.
Hey friends, Ryan Dohrn here, your sales coach. It's important for all of us to really recognize that most salespeople sell the way that they want to be sold. Think about that. Most salespeople sell the way that they want to be sold. What if you're selling the way you want to be sold and the buyer wants to be sold a different way? Recognize there's 3 distinct groups of buyers out there: ego-driven buyers, emotional buyers, and logical buyers. Which one are you? And then use LinkedIn to figure out who are you trying to sell to. If you're a logical seller and you can read on LinkedIn that somebody is a lovey-dovey, cuddly kind of person, probably they're emotional just by the way that they write. So in that particular case, you want to leave your logical selling skills to the side and you want to become a more emotional seller, maybe selling with success stories and not so many facts or stats. If you're dealing with somebody that's an egomaniac, maybe you need to approach them tit for tat. You need to meet them straight on, ego to ego. Or maybe what you want to do is you want to be able to pump up their ego. That's a good approach as well. Recognizing, friends, that superstar salespeople, they know how to sell to the person they're selling to regardless of the way that they themselves want to be sold. Superstar secret. for success. Remember, friends, if ad sales was easy, if sales was easy, everybody'd be doing it, and they're not. So we're either crazy, which is possible, or we found a career that'll feed our families for a lifetime. I'm Ryan Dohrn. Find out more about what I can do for you or for your company over at my website, ryandohrn.com. All right, we'll see you next time.
