Grow A Small Business Podcast QFF: Benjamin Dennehy shares how he built a successful sales career by rejecting discounts, insisting on upfront payments, and empowering small business owners with bold, no-nonsense strategies to achieve big wins. (Episode 571 - Benjamin Dennehy)
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Welcome to Part Two of Benjamin Dennehy's episode on Grow a Small Business.,In this episode host Michael Denehey interviews Benjamin Dennehy, founder of The UK's Most Hated Sales Trainer. Benjamin shares powerful strategies for mastering negotiation and sales, emphasizing the importance of demanding upfront payments and overcoming emotional attachment to your business. He also highlights how to handle company policies and the need for confidence in closing deals. Tune in for practical insights to elevate your sales game and business mindset. Key Takeaways for Small Business Owners:
Prioritize Upfront Payment: Benjamin Dennehy stresses the importance of securing payment before starting any work. He believes that this approach prevents unnecessary chasing and demonstrates confidence in your value.
Challenge Company Policies: When faced with conflicting policies, like 60-day payment terms versus a 100% upfront policy, Dennehy showcases how sticking to your own policy can lead to better results and establish clear boundaries.
Embrace Rejection: Dennehy highlights that rejection is a natural part of sales and emphasizes the importance of not fearing it. He views rejection as a step toward finding quicker yeses.
Detach Emotionally: Successful business owners should detach emotionally from their business. Dennehy advises that treating your business objectively helps in handling difficult prospects and avoids being swayed by personal attachments.
Charge for Consultations: Dennehy advises charging for initial consultation calls to filter out less serious prospects and avoid giving away valuable advice for free.
Consistent Prospecting: To improve sales outcomes, Dennehy emphasizes the need for consistent prospecting. Meeting a larger number of prospects reduces the pressure on each individual sale and improves overall performance. One action small business owners can take: One actionable tip from Benjamin Dennehy for small business owners is to stop being emotionally attached to their business. Dennehy advises business owners to treat their business as just another entity, not as their personal life. By doing so, they can better handle tough questions from prospects and avoid letting personal feelings impact business decisions. Do you have 2 minutes every Friday? Sign up to the Weekly Leadership Email. It's free and we can help you to maximize your time. Enjoyed the podcast? Please leave a review on iTunes or your preferred platform. Your feedback helps more small business owners discover our podcast and embark on their business growth journey. 👇
Quotable quotes from our special Grow A Small Business podcast guest: Stop acting like you are important, you're just another business – Benjamin Dennehy The moment you get out of your own way, success comes a lot faster – Benjamin Dennehy Stop giving anything away for free; make them pay to talk to you – Benjamin Dennehy