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5: Break up with the prospect before they break up with you (Richard Harris, Harris Consulting)
  • 27/05/2020
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5: Break up with the prospect before they break up with you (Richard Harris, Harris Consulting)

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Descripción de 5: Break up with the prospect before they break up with you (Richard Harris, Harris Consulting)

Richard Harris puts on a clinic on using push-pull and respect contracts to get to the truth faster in your deals.


Four Actionable Takeaways:
Use the respect contract as your agenda to give the prospect the right to say no throughout the call
Set a timer 5 minutes before the end of your call to drive next steps every time
Use “commercial terms” instead of “price” when negotiating your deals
When you give price, don’t just go silent. Ask “how does that feel?”

Richard Harris’ Path to President’s Club:
Founder, Harris Consulting
Director of Sales Training, Sales Hacker
Host, Surf & Sales Podcast

Focus Areas: Discovery, Negotiation



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sales negotiation discovery

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