---
title: Selling Forward During and After The Pandemic, With Ryan Dohrn
description: Ryan Dohrn
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Dec 02, 2025
# Selling Forward During and After The Pandemic, With Ryan Dohrn
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
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## Ryan Dohrn
***[\[ LISTEN ON APPLE PODCASTS OR SPOTIFY \]](https://thesaleswhisperer.com/podcast-guests)***
[](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLJKe%2FSCxFgaleuiigtZakVxck3%2F3Oe2IPldryn5Q%2BOmPhS70bRXpKoJeklry1eiqERc87GK6ku1XX95YM0mpyWKfpWlrv6NoXKnApibqCDiZ3DIQsduBh4ayW%2BsdQHETz0%2FgvFwS1WmQwHJ61MRfE%2BfBcdoeYv8rpEqf5C1OlNXJlH%2FtmHnP2wIKM3VGjt12nJ8eKSJSgRfmLeGIOf8t8XW&webInteractiveContentId=185369604869&portalId=443614)
## [Professional Sales Tips](https://thesaleswhisperer.com/) you'll learn today on [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)...
- Author of "[Selling Forward: Pandemic Tested Sales Strategies for Success](https://www.amazon.com/Selling-Forward-Pandemic-Strategies-Success-ebook/dp/B0B3423P5G/ref=sr_1_1?crid=2PVO90L5SYR7I&keywords=ryan+dohrn&qid=1659375688&sprefix=ryan+dohrn%2Caps%2C114&sr=8-1)"
- 89% of buyers would rather go to the dentist than talk to a salesperson.
- Relationship selling is not dead, it has just changed.
- If you keep selling the way you sold before the pandemic, your sales may suffer in dramatic ways.
- Over 70% of buyers are making decisions emotionally right now. This means that fact and stat-based salespeople are not connecting correctly with their clients.
- Millennials don't seek a relationship to buy from you.
- They demand transparency.
- How much is it? Has anyone else tried it? Oh yeah...how much is it?
---
Related episodes and posts
- [Rod Santomassimo says "Don't K.I.D. Yourself"](https://thesaleswhisperer.com/blog/rod-santomassimo)
- [Gain The Sales Edge with Jim Padilla](https://thesaleswhisperer.com/blog/jim-padilla)
---
- You can increase your overall productivity in sales by 150% by setting time limits and time blocking your day.
- Over 60% of buyers will make 75% of their buying decision before they request to talk to a salesperson.
- During times of uncertainty, buyers are looking for recommendations, not a 30-minute customer needs assessment.
- Customer needs assessments are more about what a client WANTS than what they NEED.
- Personality profiling of your prospects could increase your closing rate by 40%.
- Ghosting after a productive sales call with a client can be significantly reduced by reformatting your sales calls and slide decks.
- Emotional, logical, or ego-driven buyers?
[](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLKPrVzZp%2BlRUaOLmYBybtlo98o2%2FsnFNeHA9J2%2Buo7coxf0o%2BLj6W8KHTG%2F4ZODdyD5BYyFzganBJahpPv1JJL4fr2E5kJjO4bFzp8kF2FQEZybBu%2FoLlfFIjOR8DqCRw%2BG3%2BL%2FI19QD4Fssq15LoAdJkJo7Uhn7kwYvjxTO7NvoZGNhS8otboQ%2Baso4c%2FZxguvHMoMwqofvYXtO1Ky4FzymA%3D%3D&webInteractiveContentId=190434884110&portalId=443614)
- What makes you so different than other sales coaches?
- What is so different now than pre-pandemic in the sales business?
- You mention personality profiling of prospective clients, what does that mean?
- Is relationship-based selling dead?
- I hear you are not a fan of customer needs assessments.
- "The 10 Tall Questions."
- The CNA seems to be a vital part of every sales plan.
- Why do you not like the CNA?
- Guide a prospect to what they need, not just what they want.
- Lots of salespeople talk about being ghosted after a productive sales call.Why is this happening and how can it be avoided?
- How does Maslow’s hierarchy of needs apply to sales and hosting meetings with prospective clients?
- How to increase sales productivity by 150%.
- Make sales a fine dining experience rather than a trip to a buffet.
- For salespeople who are struggling out there, what is your best advice?
> Social proof reduces risk."
- Kellogg's grew after the Depression when they ramped up their marketing.
- Trying times make people more of what they are.
- People don't take meetings out of curiosity anymore.
- "How can I be of assistance to you today?"
- Position yourself as a helper.
- Mission readiness is key.
- Look for patterns that produce.
- Sales are more complex now.
- From Iowa pig farming to Emmy-Award Winning motivational speaker.
- "The Prostitute Principal"
[](https://thesaleswhisperer.com/blog/ben-gay)
[](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLK5WH1Pf3Ji%2FLHTV6FgRxQXh8g8PAK4KVBhH%2FEjX%2F7svwS9ijpZSrKWVVTzGNeE3FHomcroGC5O%2FA85L2okA18cTSLNPNXj%2F7mN6uioS9rojDIsYie97Mova%2B8hGH7z5XyHthRfwtjbXzmoS5vfhSAq26gjhwhXwTlUOZlWrFqwWrvhjTaLGaRGcRwiaVPvzRO9SslnZE0AA0EkbtWSGn9Z&webInteractiveContentId=184500196010&portalId=443614)
## [Sales Growth Tools](https://thesaleswhisperer.com/inner-circle) Mentioned In The Sales Podcast
**GUEST INFO:**
- Visit [Ryan Dohrn's home on the web](https://ryandohrn.com/)
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[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## Related posts
[](https://thesaleswhisperer.com/blog/john-crowley)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [Do Knuckle Dragging Sales Right With John Crowley](https://thesaleswhisperer.com/blog/john-crowley)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Apr 25, 2019
Welcome to the de-evolution revolution .
[Read more](https://thesaleswhisperer.com/blog/john-crowley)
[](https://thesaleswhisperer.com/blog/tony-alessandra)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [The Doctor of DISC, Dr. Tony Alessandra](https://thesaleswhisperer.com/blog/tony-alessandra)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Oct 30, 2017
Read your prospects to sell how they want to buy
[Read more](https://thesaleswhisperer.com/blog/tony-alessandra)
[](https://thesaleswhisperer.com/blog/don-lazzari)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [How to Fix Your Skinny and Ill-Defined Pipelines, Don Lazzari](https://thesaleswhisperer.com/blog/don-lazzari)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Oct 03, 2024
"Take the mash and make whiskey." \[ LISTEN ON APPLE PODCASTS OR SPOTIFY \]
[Read more](https://thesaleswhisperer.com/blog/don-lazzari)
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