Ryan Dohrn says less than 5% of people remember a statistic after three days, but over 90% remember a story. Salespeople rely too heavily on numbers that prospects forget. Use customer success stories instead to frame objections, pricing, and value propositions.
What's going on, friends and fans? Ryan Dohrn here, your friendly neighborhood sales coach. And today we're talking about statistics. Now, a lot of us salespeople, we love it, get real crazy when statistics are presented to us. Here's a little fun fact for you. Less than 5% of people actually remember a stat or a fact when you quiz them about it just 3 days later. Less than 5%. So why do we get so crazy about stats in sales? Because we love statistics, because it proves our point. That's right. That's our point. It gets our clients to pay attention. Alright, second fun fact for you. Were you aware that over 90% of individuals surveyed remembered a story 3 days later that was presented? Okay, so what are we learning from this? We get excited about stats and facts, yet most people don't remember those stats and facts. We don't really use a lot of storytelling in our sales activities, yet the vast majority of people remember a story in the same amount of time, 3 days later. So that's why I'm such a big advocate of answering objections with success stories, wrapping my pricing into stories of other clients that have had success, making sure that you prime the pump by starting out by sharing stories of other customers you have that have had great success with you. The vast majority of us love stats. The vast majority of people out there don't remember stats. So sink your teeth in on stories that you can wrap these people around, that you can make them feel like they're a part of your story. your total sales experience. Friends, never forget, if sales was easy, everybody would do it. And they're not. We're not crazy. I used to say that. We're not crazy. This is a career, friends, that'll feed your family for a lifetime. Hey, if I can help you, your team, speak at your national sales meeting, reach out to me over at ryandohrn.com. D-O-H-R-N, ryandohrn.com. Keep those questions coming. We'll see you next week.
