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Modern Wisdom
#128 - Benjamin Dennehy - The UK's Most Hated Sales Trainer
Dec 19, 2019
Sales trainer Benjamin Dennehy discusses key failures in sales, principles for a good selling framework, and the dynamics between Grant Cardone and Jordan Belfort. They also explore the power of perception in sales, the value of focusing on strengths, and the emotional aspect of selling. Benjamin shares an example of behavioral economics and his plan to launch an online training platform.
01:05:22
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Quick takeaways
- Consistent prospecting and diagnosing customer needs are key for effective sales.
- Understanding the emotional motivations of potential customers is essential in sales.
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The Importance of Prospecting and Diagnosing
A good salesperson focuses on consistent prospecting and diagnosing the needs of potential customers. Prospecting involves reaching out to decision-makers in the target market and identifying potential problems that can be solved. By asking questions and engaging in conversation, a salesperson can determine if their product or service is the right fit. Instead of convincing customers, the goal is to disqualify or rule out alternative solutions until what remains is the opportunity for a sale.
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