Sep 27, 2024
In less than 20 minutes a week, we'll introduce you to an expert or business owner with deep experience in what they do. Grow you, grow your team, grow a small business.
Welcome to Part Two of Benjamin Dennehy's episode on
Grow a Small Business.,In this episode host Michael Denehey
interviews Benjamin
Dennehy, founder of The UK’s Most Hated Sales
Trainer. Benjamin shares powerful strategies for
mastering negotiation and sales, emphasizing the importance of
demanding upfront payments and overcoming emotional attachment to
your business. He also highlights how to handle company policies
and the need for confidence in closing deals. Tune in for practical
insights to elevate your sales game and business mindset.
Key Takeaways for Small Business Owners:
Prioritize Upfront Payment: Benjamin Dennehy
stresses the importance of securing payment before starting any
work. He believes that this approach prevents unnecessary chasing
and demonstrates confidence in your value.
Challenge Company Policies: When faced with conflicting policies, like 60-day payment terms versus a 100% upfront policy, Dennehy showcases how sticking to your own policy can lead to better results and establish clear boundaries.
Embrace Rejection: Dennehy highlights that rejection is a natural part of sales and emphasizes the importance of not fearing it. He views rejection as a step toward finding quicker yeses.
Detach Emotionally: Successful business owners should detach emotionally from their business. Dennehy advises that treating your business objectively helps in handling difficult prospects and avoids being swayed by personal attachments.
Charge for Consultations: Dennehy advises charging for initial consultation calls to filter out less serious prospects and avoid giving away valuable advice for free.
Consistent Prospecting: To improve
sales outcomes, Dennehy emphasizes the need for consistent
prospecting. Meeting a larger number of prospects reduces the
pressure on each individual sale and improves overall
performance.
One action small business owners can take:
One actionable tip from Benjamin Dennehy for small
business owners is to stop being emotionally attached to their
business. Dennehy advises business owners to treat their business
as just another entity, not as their personal life. By doing so,
they can better handle tough questions from prospects and avoid
letting personal feelings impact business decisions.
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Quotable quotes from our special Grow A Small
Business podcast guest:
Stop acting like you are important, you're just another
business – Benjamin Dennehy
The moment you get out of your own way, success comes a lot
faster – Benjamin Dennehy
Stop giving anything away for free; make them pay to talk to
you – Benjamin Dennehy