Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Dan Henry: The Psychology of Selling, How to Make Cold Prospects Say “Yes” Fast | Sales | E379
29 Dec 2025
Chapter 1: What is the main topic discussed in this episode?
If you're a beginner in building a brand, I'm gonna teach you something you don't know about growing a business.
Dan Henry, a self-made entrepreneur who went from delivering pizzas to building a multi-million digital empire.
Chapter 2: How can you build rapport on cold sales calls?
It's not that hard to make money. What's hard is getting out of your own way. Most people don't understand what education is, and that's why they teach too much and it turns people off. People don't want more or better content, they want simpler content.
There's something that's happened to you in your life, some story you have, there's something you can sell, and if you don't have something to sell, holy crap, just go learn a skill that most people don't want to take time to learn, and then you just teach that skill.
Chapter 3: What storytelling frameworks can boost sales?
You've made millions of dollars. You've reached like pinnacle of success. What actually drives you to keep going right now? And how do you fulfill yourself?
So, man, that's such a good question.
Chapter 4: How do you strategically question to uncover buyer intent?
And this is advice I would give to my younger self and any person who's starting out. First of all.
What's up, young and profiters? Welcome back to part two of my conversation with the incredible Dan Henry. Last week, Dan showed us how to build a personal brand that sells. So if you haven't tuned into part one of this conversation all about personal branding and Dan's come up story, definitely go tune into that one.
Chapter 5: What are effective objection handling strategies for conversion?
And today we're going even deeper with Dan. We're gonna talk all things sales, sales psychology, sales storytelling, all the frameworks that has helped him generate millions of dollars in revenue. In this episode, Dan breaks down why people don't buy because of logic, they buy because of belief.
He explains how to overcome objections, help your audience trust themselves, and he also shares his scary bridge analogy, a framework for helping people cross the gap between hesitation and action. Yeah, fam, I promise you, you're gonna wanna take notes on this one. This episode is packed with actionable strategies that will completely transform the way that you sell.
So let's jump right back in to my epic conversation with Dan Henry. You're really known for this 12-step sales script. Now, I know it's not your newest material, but I feel like people are going to really love to hear the way that you combat obstacles and things like that. And I thought we could go over it in a game.
Chapter 6: How do you identify buyer motives during sales calls?
Are you down for that?
Sure.
I'm going to give you a scenario, and then you're going to tell me how you would react to that scenario. It's called close the deal, okay? Okay, great.
Chapter 7: What techniques can connect you with audiences at scale?
So the first scenario is a prospect joins a Zoom call. They've got their arms crossed, no camera on. They're really cold, and they join the Zoom call, and they're like, okay, let's get this over with. What would you do?
Chapter 8: How can you find fulfillment beyond business success?
Well, personally, with what I sell, I would probably not sell to that person.
Okay.
But I get your point. Whenever I would get on a call, and this is in my book, I would always research the person prior in case something like that happened. People post their whole lives on social media, right? So in order to build rapport, because that's what you do the first five or so minutes of the call, you want to build rapport, okay?
And the easiest way to build rapport is to talk about something that both of you are interested in, that both of you like. And so I would go on, I'd go on their Instagram, I'd go on their Facebook, I'd find something, there's gotta be something that they're into that they've mentioned that I also like. And so let's just say for a moment that they do jujitsu, right?
I noticed that, and I do jujitsu, okay? So regardless of their attitude or whatever, If I simply mention jujitsu and I say, hey, appreciate your patience. I had an early jits training session this morning. I just got done. I'm really excited to dive in this call, right? Automatically, we now have common ground.
Automatically, there's something between both of us that we can talk about that we can jam on. And I might just completely ignore their attitude and be like, hey, before we get started, I'm I saw you were purple belt. Is that true? And this is a great phrase. Is that true? Because it's kind of awkward if you say you do jujitsu, right? Like that's weird, right? So you just say, is that true? Okay.
Because whenever you say a phrase like, is that true? People are like, well, yeah, it's true. Oh, cool. How long you been doing that? Right. And then all of a sudden now, you're connecting and you have common ground and their defenses will be lowered. I would not try to immediately sell them or even mention the fact that they're upset or anything like that.
And another thing that I've told people, sales reps when I used to train them, never let a customer win a shit test, right? Sometimes customers will test you emotionally to see if you have resolve, right? So I use this scenario. If somebody gets on a call and says, well, I really would like to buy from you, but you know, I don't like guys in red shirts.
So that's why I'm not going to buy from you. I'd be like, you know what? I absolutely agree with you. My wife bought me this shirt. I hate it. She makes me wear it. And as soon as I cash my commission check from this deal, I'm going to go out and buy a blue shirt. It's just a very simplistic example. This scenario would never happen. But if you don't react correctly, You show strength.
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