The Industrial Real Estate Podcast
How to Prospect For Business in Commercial Real Estate
Jul 30, 2024
In this engaging discussion, Benjamin Dennehy, known as the UK's Most Hated Sales Trainer, shares his unconventional wisdom on mastering cold calls in commercial real estate. He dives into overcoming call reluctance and the importance of establishing genuine connections with clients. Dennehy critiques traditional sales metrics, advocating for tailored communication strategies based on personality types. He also explores the transition to subscription-based sales training and highlights the significance of personal growth and skill mastery in navigating the sales landscape.
50:53
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Quick takeaways
- Overcoming call reluctance in sales requires confronting fears, realizing minimal risks, and embracing consistent practice to build confidence.
- Prospecting success hinges on engaging emotionally with potential clients, fostering genuine connections to evoke reflection on their current situations.
Deep dives
Overcoming Call Reluctance
Many individuals experience fear and anxiety when making cold calls, often feeling apprehensive about the potential negative outcomes. A straightforward approach is emphasized: recognizing that the worst thing that can happen is a hang-up or, at worst, a complaint to a superior. Once individuals confront this fear and realize the risks are minimal, they can practice consistently to build their confidence. Success in sales requires a mindset shift from fear to action, and the best way to overcome this barrier is simply to make the call.
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