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. Our hero crafts outstanding reviews following the experience of listening to our special guests. Are you the one we've been waiting for?   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