Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)

Dan Henry: The Psychology of Selling, How to Make Cold Prospects Say “Yes” Fast | Sales | E379

Dec 29, 2025
Guest
Dan Henry
Dan Henry, an entrepreneur and bestselling author, shares his insights on transforming cold prospects into clients. He dives into the psychology of selling, revealing techniques like the F-O-R-M framework for rapport-building and powerful storytelling methods. Dan discusses strategic questioning to uncover buyer intent, along with effective objection-handling strategies that turn skepticism into sales. He emphasizes the importance of identifying core motivations and shares how to leverage stories for broader appeal, all while prioritizing fulfillment over mere financial success.
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ADVICE

Open With Personalized Common Ground

  • Research prospects before the call and open with genuine common ground to lower defenses quickly.
  • Use a brief, specific observation and ask "Is that true?" to invite connection without awkwardness.
ADVICE

Hit Four Universal Anchors

  • In one-to-many talks hit four universal anchors: family, occupation, recreation, and then money last.
  • Mentioning those in that order helps most people relate quickly and reduces resistance.
INSIGHT

Scary Bridge Framework

  • Use a concise origin-to-result story showing you understood the customer's before state and achieved their after state.
  • Frame your hard journey as the 'scary bridge' and your offer as the helicopter that bypasses it.
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