E300 | Challenging the Traditional Sales Approach with the UK's Most Hated Sales Trainer, Benjamin Dennehy

The 300th Episode! In this landmark episode of MYFB, Dominic Monkhouse talks with the man who's been called the UK's Most Hated Sales Trainer, Benjamin Dennehy, to discuss the art of selling and the common misconceptions about sales. This podcast is sixty-minutes that will change how you see sales. Benjamin explores the importance of self-confidence, being in control, and understanding the motivations behind prospects' questions. He emphasises the need for salespeople to focus on having meaningful conversations and helping prospects discover their needs rather than pushing products or services. He also highlights the importance of hiring and training salespeople effectively and challenges the traditional sales approach of show up, throw up, and hope for the best. In this conversation, the UK's Most Hated Sales Trainer shares his unconventional approach to sales and prospecting. He emphasises the importance of getting prospects emotional and focuses on the purpose of a prospecting call. He also discusses the need for consultative selling and the importance of asking probing questions. The conversation covers topics such as the future of cold calling, the myth of 'people buy people,' and the risks and rewards of entrepreneurship.Chapters(04:00) Book Recommendations and the Misconception of Sales Books(07:19) Why the UK's Most Hated Sales Trainer is Hated(09:08) The Problem with Traditional Sales Approaches(23:19) The Art of Asking and Answering Questions in Sales(28:44) Creating Comfort and Lowering Walls in Sales Conversations(31:25) Getting Prospects Emotional: The Purpose of a Prospecting Call(33:44) Consultative Selling: Asking Probing Questions and Understanding Pain Points(35:42) The Future of Cold Calling and the Rise of AI(39:03) The Myth of 'People Buy People'(45:49) The Risks and Rewards of Entrepreneurship(50:40) Mastering a Methodology: Continuous Improvement in Sales(51:33) Critical Thinking, Communication, and Emotional Control in Sales(59:51) Knowing When to Quit and When to Persevere in BusinessMentioned in this episode:Get Mind Your F**king Business

Om Podcasten

Do you want to dive deep into the minds of those who dare? With an insatiable appetite for knowledge and a disdain for mediocrity, ‘Curious Leadership with Dominic Monkhouse’, is your fortnightly look into the mindsets of some of the world’s most trailblazing leaders. From seasoned strategists and investors to pioneering entrepreneurs and experts, I’ll explore their personal journeys, unorthodox decisions, and the lessons they've learned while shaping the future. About Dominic - Dominic Monkhouse is the founder of Monkhouse & Company. He scaled two UK tech firms from zero to £30 million in five years, coached 10 founders to successful exits, and published two books to keep others from making the same mistakes. He works with the 1% of founders committed to scaling—building elite teams, navigating the messy middle, and growing without drowning in chaos or losing control. His mission is to see 200 founder-led firms scale from 50 to 250+ employees, creating 300,000 jobs and £52 billion in revenue and reshaping the UK’s business landscape.