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E300 | Challenging the Traditional Sales Approach with the UK's Most Hated Sales Trainer, Benjamin Dennehy
Manage episode 420720457 series 3473335
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The 300th Episode!
In this landmark episode of MYFB, Dominic Monkhouse talks with the man who's been called the UK's Most Hated Sales Trainer, Benjamin Dennehy, to discuss the art of selling and the common misconceptions about sales.
This podcast is sixty-minutes that will change how you see sales. Benjamin explores the importance of self-confidence, being in control, and understanding the motivations behind prospects' questions. He emphasises the need for salespeople to focus on having meaningful conversations and helping prospects discover their needs rather than pushing products or services. He also highlights the importance of hiring and training salespeople effectively and challenges the traditional sales approach of show up, throw up, and hope for the best. In this conversation, the UK's Most Hated Sales Trainer shares his unconventional approach to sales and prospecting. He emphasises the importance of getting prospects emotional and focuses on the purpose of a prospecting call. He also discusses the need for consultative selling and the importance of asking probing questions. The conversation covers topics such as the future of cold calling, the myth of 'people buy people,' and the risks and rewards of entrepreneurship.
04:00 Book Recommendations and the Misconception of Sales Books
07:19 Why the UK's Most Hated Sales Trainer is Hated
09:08 The Problem with Traditional Sales Approaches
23:19 The Art of Asking and Answering Questions in Sales
28:44 Creating Comfort and Lowering Walls in Sales Conversations
31:25 Getting Prospects Emotional: The Purpose of a Prospecting Call
33:44 Consultative Selling: Asking Probing Questions and Understanding Pain Points
35:42 The Future of Cold Calling and the Rise of AI
39:03 The Myth of 'People Buy People'
45:49 The Risks and Rewards of Entrepreneurship
50:40 Mastering a Methodology: Continuous Improvement in Sales
51:33 Critical Thinking, Communication, and Emotional Control in Sales
59:51 Knowing When to Quit and When to Persevere in Business
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