Retrain Your Brain for Sales Success
Whether you’re in timeshare sales, looking for a job, or promoting your company’s products and services, Resort Trades wanted to share some great tips on making successful calls coming to us from Ryan Dohrn. Ryan, whose company, Brainswell Media, specializes in media sales provides advice that is applicable to almost all salespersons, regardless of their area of specialty.
In his video, “Retrain Your Brain for Sales Success,” he advocates creating a process for every activity you undertake as you do your job. Here are some excerpts from his message:
1. “Create a process for everything that you do.
“Let me just give you a brief example: When a sales lead comes to me I have a process…. I record a little loom video just like I’m recording this video here. As a part of my process, the first thing I do is record the video for [a new prospect], because I know a lot of people don’t read but they’ll watch videos.
2. “The second thing is as I add them into the CRM, they’re automatically going to be given a drip campaign of emails.
“So they’re going to get an email on day one, day five, day 15, day 20, day 30, etc. I’ve got that set up inside of my CRM. So I have a form on the website that promises them pricing. They submit the form, it’s run through my CRM, it’s going to automatically start a drip campaign to them. Now if they respond to me, then it will stop that campaign.
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3. “Another part of my process is I use videos for everything.
“I use video and audio for almost everything that I do because 90-some percent of people are visual learners. I use a video when I reply to emails. A lot of times I use video as I’m trying to promote and market. I use a video as a part of almost everything that I do.
4. “Another process that I love to share with you as my prospecting process. I’m all about relevance. So before I prospect somebody I go to their website, I go to their Facebook page, and I’d like to mention something that they’re doing.
“If you want to sell to me and get further faster. What you need to do is be mentioning things that are relevant. I don’t like generic salespeople. Most people don’t like generic anything. They want you to prove to them that you’re relevant. I want you to prove to them that you’re a human, and that’s a part of the total process.
“I don’t host meetings in places that are noisy as a part of my sales process. When someone wants to host a meeting, I make sure I do it on my platform. I use Zoom typically; I want to make sure I’m in a quiet place. I want to make sure that I can have my good microphone with me and things like that. It’s a part of my professional process.
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“I feel like if somebody’s going to be paying me big money for something, I should treat it like a big time sales call. That’s why when someone wants me to spend $10,000 on software, and they’re hosting a sales call with me from a coffee shop where 9000 people are talking and clanking and they’re like, ‘Can you hear me? Can you hear me now?’ and you got craziness going on in the background? It’s bothersome to me because I feel like it’s pretty unprofessional. You should have figured it out. Am I important enough to you to set time aside to find a quiet place now?”
Ryan is an inspiring and knowledgeable coach, providing tips like this and much more. If you’re interested in honing your sales technique, we recommend you check out his website, RyanDohrn.com.
Ryan Dohrn won an Emmy award for sales & marketing excellence while working for ABC TV/Walt Disney Co. and was recognized by Forbes.com with the “Best of the Web” award for his business strategies. Ryan holds a Psychology of Leadership certification from Cornell, is an internally certified business coach, and has had the unique opportunity to touch half a BILLION dollars in revenue for companies in 7 countries in 15 business sectors. His insights have been featured in USA Today and on CNN.
