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