#5 - Break up with the prospect before they break up with you (Richard Harris, Harris Consulting)

30 Minutes to President's Club | No-Nonsense Sales · May 27, 2020 · 20m

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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

RESOURCES DISCUSSED

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