─── GLENN DOBSON KEYNOTE
Sales For
Non Sales
Why good people freeze when it’s time to ask for money, and the simple system that turns the work already in the pipeline into booked work.
DURATION
45 min keynote, plus 15 min Q&A
FORMAT
Keynote, with Q&A
BEST FOR
Professional services conferences, partner away days and member networks
Event teams and programme directors can download the full keynote details here.
─── ABOUT THE KEYNOTE
Never taught to sell.
Expected to win work.
Lawyers, accountants, architects, engineers and owners are all expected to bring in work, yet almost none of them were ever shown how. So they do what good people do. They do the work brilliantly, send the proposal, and wait.
Glenn Dobson has spent more than 35 years building, scaling and selling businesses, and has advised on over 60 mergers and acquisitions. In every sector he has seen the same thing. The money is rarely lost at the first meeting. It goes quiet in the pipeline, in the follow-up nobody owned, the objection heard as a no, and the proposal left unanswered while everyone assumed the worst.
This is not a talk about closing techniques or scripts. It is about the moment good people freeze when it’s time to ask for money, and why that freeze comes from not knowing what happens next.
Glenn gives the room the Lead Ladder, a simple system so that everybody knows exactly what happens next.
01
The Freeze
Why good people go quiet, and why the fear of pestering, rejection and looking like a salesperson falls away once the next step is plain.
02
The Line
No lead is a bad lead. A name becomes a prospect the moment it engages, and nothing is ever marked lost, only early.
03
The Room
Qualify twice, treat every objection as the client thinking aloud, and let the ladder loop so every client becomes the next conversation.
─── WHAT AUDIENCES LEAVE WITH
Selling that feels like.
service, not pressure.
Where the 16% lives
In our experience, a professional who handles objections with confidence lifts booked work from the existing pipeline by around 16%, with no new marketing and no new leads.
Qualify twice
The question most professionals skip, and the one that decides whether a proposal turns into work.
A pipeline that loops, not leaks
Every client and every not-yet carries a reason and a date, so nothing quietly falls away.
─── OTHER KEYNOTES
Booking enquiries
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No agents. No middlemen. We discuss your event, your audience and what you need the room to leave with. From there we confirm availability, format and fee.
hello@shrinelondon.com
+44 (0) 208 064 0072
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London, EC1V 2NX
United Kingdom
SHRINE LONDON
128 City Road
London, EC1V 2NX
United Kingdom
hello@shrinelondon.com
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Private Advisory · Sales for Non Sales · Leadership Development · Keynote Speaking