In this episode of Call the Damn Leads, I sit down with sales pro Ryan Pollyniak, who’s spent over 15 years mastering complex sales cycles and delivering incredible results in the ERP and CRM software space. Ryan brings a wealth of knowledge on navigating high-stakes deals, managing tough buyer emotions, and creating win-win outcomes that keep clients loyal for years. If you're in sales and want to learn how to handle challenging situations, this episode is packed with insights you can apply right away.
The Wildest Sales Story: Ryan recounts an unforgettable sales demo where the CEO left the meeting—by boat! Learn how Ryan handled this unexpected situation with calm professionalism and kept the deal alive.
Breaking the Ice in Awkward Moments: Sometimes, silence isn’t golden. Ryan shares why speaking first in an uncomfortable silence can take control of the room, diffuse tension, and build rapport with clients.
Sales Superpower – Guiding Clients Through Complex Cycles: Ryan explains how he turns complex sales into a clear, step-by-step process for his clients, which builds trust and credibility. He emphasizes the importance of being a “Sherpa” who guides clients and provides clarity in overwhelming buying decisions.
The Power of Listening and Pausing: Ryan and I discuss the crucial role that listening plays in sales and how a well-timed pause can keep you in control of the conversation without seeming pushy.
Price Pressure and Value Perception: Ryan explains why it’s essential to understand and communicate your value before discussing pricing and how to handle clients pushing for a number early in the sales process.
Dealing with Gatekeepers: Ryan shares his approach to working with gatekeepers and building trust with non-decision makers to keep the sales process moving forward.
Disqualification as a Tool for Success: Learn when it’s time to walk away from a deal and why doing so can save you time, energy, and resources to focus on the right opportunities.
‘Call the Damn Leads’ – Why Picking Up the Phone Still Matters: Ryan emphasizes the effectiveness of phone calls in establishing rapport and advancing sales cycles, especially for younger sales reps who may be hesitant to make calls.
Use Humor to Break the Ice: A lighthearted comment or question can often cut through the awkwardness and put clients at ease. Embrace your personality!
Be Clear and Transparent: When clients are overwhelmed by complex products or long sales cycles, simplifying the process and setting clear expectations establishes you as a trusted advisor.
Keep the Conversation Human: Treat every client interaction with empathy. Understand they have their own motivations, fears, and reasons for making a buying decision.
Disqualify Early if Necessary: Don't be afraid to disqualify leads who aren’t a good fit to save time and improve your focus on higher-quality opportunities.
Pick Up the Phone: Don’t rely solely on emails and DMs—many prospects respond better to a voice on the other end of the line. Be proactive and stand out by calling.
Ryan is active on LinkedIn, where he shares insights and posts about the ERP and CRM world. Connect with him there or visit Wester Computer to learn more about his work in Microsoft ERP and CRM systems.
LinkedIn: Ryan Pollyniak
Website: westercomputer.com
“By sales professionals, for sales professionals.” Each week, Drewbie Wilson, a sales vet with 20+ years in the game, brings you humor, real-world stories, and powerful strategies to help you excel in your sales career.
Expect a wild mix of:
Real Sales Stories: Tales that entertain and inspire
Proven Tactics: Practical tips for boosting your sales game
Humor and Energy: Fun takes on the ups and downs of sales life
Expert Advice: Learn from seasoned pros across different fields
Whether you’re in sales, an entrepreneur, or just looking to grow your business skills, don’t miss out on these invaluable lessons and entertaining stories. Want to be a guest? Pitch your story at https://callthedamnleads.com/pages/podcast
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