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