In less than 20 minutes a week, we'll introduce you to an expert or business owner with deep experience in what they do. Grow you, grow your team, grow a small business.

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.

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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.

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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

In this episode of the GASB Podcast, host Troy Trewin interviews John Lenker and Assaf Arie from Lenker Consulting, a firm specializing in strategic marketing and business growth. They share insights on scaling their business from 4 to 14 team members, achieving 10x revenue growth, and helping clients save millions. With over 22 years of experience, they discuss the challenges and successes of building a value-driven company.

Why would you wait any longer to start living the lifestyle you signed up for? Balance your health, wealth, relationships and business growth. And focus your time and energy and make the most of this year. Let’s get into it by clicking here.

Troy delves into our guest's startup journey, their perception of success, industry reconsideration, and the pivotal stress point during business expansion. They discuss the joys of small business growth, vital entrepreneurial habits, and strategies for team building, encompassing wins, blunders, and invaluable advice.

And a snapshot of the final five Grow A Small Business Questions:

1. What do you think is the hardest thing in growing a small business?
   
   John Lenker and Assaf Arie believe the hardest part of growing a small business is managing emotional and practical challenges, staying resilient after setbacks, and understanding the industry. Balancing growth with payroll and hiring adds stress, especially when taking risks on new hires. They emphasize patience in building client relationships at the right pace to avoid overwhelming them.
   
   

2. What's your favorite business book that has helped you the most?
   
   John Lenker and Assaf Arie often reference The Toyota Way as their favorite business book. They appreciate how it showcases a mindset shift in the automotive industry, demonstrating more efficient, profitable methods of production. The book's lessons on optimizing processes and continuous improvement resonate with them and have influenced their approach to business growth and innovation.
   
   

3. Are there any great podcasts or online learning resources you'd recommend to help grow a small business?
   
   John Lenker and Assaf Arie recommend using Active Campaign for CRM and marketing automation and Webflow for building websites and landing pages. They also mention enjoying the Joe Rogan podcast for a break from business.
   
   

4. What tool or resource would you recommend to grow a small business?
   
   John Lenker and Assaf Arie recommend using Active Campaign for CRM and marketing automation and Webflow for building digital environments like websites and landing pages.
   
   

5. What advice would you give yourself on day one of starting out in business?
   
   John Lenker and Assaf Arie advise that starting a business will be much harder than anticipated. They suggest being prepared for significant challenges and understanding that things will get tougher before they get easier.

Book a 20-minute Growth Chat with Troy Trewin to see if you qualify for our upcoming course. Don't miss out on this opportunity to take your small business to new heights!

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:

The second you run out of problems, you're out of business – be grateful for them – John Lenker & Assaf Arie

Create a culture from your values, not just what the crowd is doing – John Lenker & Assaf Arie

Get excited about what a new hire can do for you, and trust them to do their job – John Lenker & Assaf Arie

In less than 20 minutes a week, we'll introduce you to an expert or business owner with deep experience in what they do. Grow you, grow your team, grow a small business.

In this episode of Grow a Small Business, host Michael Denehey interviews Benjamin Dennehy, founder of The UK’s Most Hated Sales Trainer. With over a decade of experience in sales training, Benjamin shares how he's helped countless businesses improve their sales techniques and performance. He also discusses building a successful team and the strategies that have led to his business growth. Tune in for expert advice on transforming your sales approach.

Key Takeaways for Small Business Owners:

Master the Art of Asking Questions: Sales success is rooted in asking the right questions. It's not just about what you ask but how you ask it, to uncover true client needs.

Embrace Discomfort in Sales: Being direct and upfront in sales can be uncomfortable, but it's essential to build trust and gain respect from potential clients.

Understand Rejection: Rejection is part of the process. Learning how to handle and grow from rejection will make you a stronger and more resilient salesperson.

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Be Prepared to Challenge Prospects: Don’t be afraid to challenge prospects’ assumptions. This can differentiate you from competitors and position you as a trusted advisor.

Focus on Process, Not Outcome: Focusing too much on the end goal can lead to failure. Prioritize following a strong sales process, and the results will naturally follow.

Build a Strong Sales Team Culture: Investing in your team’s sales training and fostering a culture of accountability will improve overall performance and business success.

One action small business owners can take:

One action small business owners can take is to revamp their sales approach by incorporating Socratic questioning. This technique involves asking insightful questions to guide prospects toward recognizing their own needs and challenges, rather than directly pitching your solutions. It helps in uncovering deeper insights and building stronger, more trust-based relationships with potential clients.

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:

Sales isn’t about being liked; it’s about being effective – Benjamin Dennehy

Rejection is just a step in the sales process, not the end – Benjamin Dennehy

In sales, your goal is to make prospects feel something, not just hear something – Benjamin Dennehy

In less than 20 minutes a week, we'll introduce you to an expert or business owner with deep experience in what they do. Grow you, grow your team, grow a small business.

In this episode of Grow a Small Business, host Michael Denehey interviews Jacob Morgan, 5x best-selling author, professionally trained futurist, and keynote speaker. He shares how he built a successful global business with a team of 20 experts. Jacob discusses the importance of leading with vulnerability, fostering innovation, and creating future-ready leaders. His insights reveal how embracing challenges and focusing on employee experience have driven his company's success in the ever-evolving world of work.

Jacob mentioned his book, Leading with Vulnerability, which can be accessed here. Listeners are also encouraged to subscribe to his Future Ready Leadership Newsletter for more insights.

Key Takeaways for Small Business Owners:

Lead with Vulnerability: Acknowledge mistakes, but always show how you're working to fix them. Vulnerability combined with leadership builds trust and fosters growth.

Foster a Learning Culture: Encourage your team to embrace challenges and gaps in skills as opportunities for learning, driving both personal and business growth.

Model Leadership: As a business owner, lead by example. Show your team it's okay to be vulnerable, but also demonstrate competence and solutions.

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Build Trust Through Openness: Vulnerability plays a key role in building trust within teams. Openly sharing challenges strengthens relationships and drives collaboration.

Adapt to Change: In a rapidly evolving business environment, continually assess your gaps and adapt your strategies to stay ahead in your industry.

Encourage Team Development: Empower your team to identify their own areas for improvement and take proactive steps

One action small business owners can take:

One actionable step small business owners can take, according to Jacob Morgan, is to lead by example. By demonstrating vulnerability themselves, business owners can set a precedent for their teams, showing that it is acceptable and encouraged within the organization. This approach helps create a culture where vulnerability is viewed as a strength rather than a weakness.

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:

Vulnerability is not about exposing weakness; it's about demonstrating growth and learning – Jacob Morgan

The key to cultivating a culture of vulnerability is for leaders to first model it themselves – Jacob Morgan

Vulnerability without leadership can be misinterpreted; always pair it with a plan and purpose – Jacob Morgan