Ep 116 – Benjamin Dennehy: Secrets of selling from the UK’s most hated sales trainer.

Both controversial and cunning in the ways of behavioural science and sales, Benjamin Dennehy is an expert in challenging beliefs around money. These secrets of selling from the UK’s most hated sales trainer will allow you to not only discover new predictors of success and recruit the right candidates for any sales roles, but battle against money concepts, subservience and tired belief systems in an industry where profit is king.

Chances are that your “best practice” is not the best practice. In this episode you’ll learn why.

Watch the full episode on YouTube

Benjamin Dennehy grew up in New Zealand before travelling to the UK for life experience, working in pubs. When the time came to get a “real job”, he studied in law but fell into a role as a recruitment consultant.

His recruitment record was abysmal – recruiting nobody in six months. However, his aptitude for lead generation and setting up appointments was through the roof. So began a new direction.

Fast forward through years of sales development and prospecting, Benjamin is now working with people that have the desire, motivation and ambition to change.

Benjamin Dennehy is an engaging sales speaker, interim sales director and sales trainer who will explain that the barriers cemented within your selling process ARE your parents’ fault!

Dennehy brings an antipodean brutality and charm to the sales experience many have never encountered before. His ‘no holds barred’ presentation will educate, inspire, motivate and help sales people to understand why they struggle with many of their daily sales frustrations.

Episode highlights - 

• Why you need to play to your strengths, even if you don’t realise you’re good at something until you start doing it.
• When you need to make the decision between working for someone else or making money for yourself, doing what you do best in a self employed role.
• How to avoid creating pitch briefs for prospects, where you’re essentially working for free and giving them your ideas.
• Why so many sales people don’t know why people buy things, which is imperative to understanding purchase behaviour and reasons for spend.
• How to understand what emotions drive purchases, and how your sales technique can be altered to appreciate this new truth. The real reason for purchase is often very different from what a prospect tells you it is.
• Hear about what the purpose of selling is and what you need to amend in your pitch or approach to make your prospecting universally appealing to any customer.
• How you can gain more control in your prospecting calls, and why at times you should even be looking for the hard “no” if they’re not the right person you need.
• How you can get past the gatekeepers and what you should be saying to the real decision makers. Why you need to emulate the person you’re trying to get through to.
• Why you need to learn how to ask questions in a way that doesn’t upset people.
• How it may not be confidence that’s causing lack of sales performance and what you can do to remedy the situation through a change of beliefs.
• Why comparing sales techniques, including training and daily approach, with other industries such as healthcare or the legal system will change your mind on how a salesperson should be behaving.
• Why price shouldn’t be an issue and how the best salespeople can unveil how you can get around the “you’re too expensive” dismissal.
• How a great salesperson wouldn’t necessarily be a great manager, and why this career path and promotion may be detrimental to overall results for a business.
• Why some sales-related positions in a business really shouldn’t have a sales target placed above them. The need for management skills sometimes outweighs the additional budget needs or cost.

 

Join Matthew Januszek in conversation with Benjamin Dennehy…