Sep 19, 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.
In this episode of Grow a Small Business, host Michael
Denehey interviews Benjamin
Dennehy, founder of The UK’s Most Hated Sales
Trainer. With over a decade of experience in sales
training, Benjamin shares how he's helped countless businesses
improve their sales techniques and performance. He also discusses
building a successful team and the strategies that have led to his
business growth. Tune in for expert advice on transforming your
sales approach.
Key Takeaways for Small Business Owners:
Master the Art of Asking Questions: Sales success
is rooted in asking the right questions. It's not just about what
you ask but how you ask it, to uncover true client needs.
Embrace Discomfort in Sales: Being direct and upfront in sales can be uncomfortable, but it's essential to build trust and gain respect from potential clients.
Understand Rejection: Rejection is
part of the process. Learning how to handle and grow from rejection
will make you a stronger and more resilient salesperson.
Our hero crafts outstanding reviews following the experience of
listening to our special guests. Are you the one we've been waiting
for?
Be Prepared to Challenge Prospects: Don’t be afraid to challenge prospects’ assumptions. This can differentiate you from competitors and position you as a trusted advisor.
Focus on Process, Not Outcome: Focusing too much on the end goal can lead to failure. Prioritize following a strong sales process, and the results will naturally follow.
Build a Strong Sales Team Culture:
Investing in your team’s sales training and fostering a culture of
accountability will improve overall performance and business
success.
One action small business owners can take:
One action small business owners can take is to revamp their sales approach by incorporating Socratic questioning. This technique involves asking insightful questions to guide prospects toward recognizing their own needs and challenges, rather than directly pitching your solutions. It helps in uncovering deeper insights and building stronger, more trust-based relationships with potential clients.
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Quotable quotes from our special Grow A Small
Business podcast guest:
Sales isn’t about being liked; it’s about being effective –
Benjamin Dennehy
Rejection is just a step in the sales process, not the end –
Benjamin Dennehy
In sales, your goal is to make prospects feel something, not
just hear something – Benjamin Dennehy