25 min listen
5 (Sell): Break up with the prospect before they break up with you (Richard Harris, Harris Consulting)
5 (Sell): Break up with the prospect before they break up with you (Richard Harris, Harris Consulting)
ratings:
Length:
21 minutes
Released:
May 27, 2020
Format:
Podcast episode
Description
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
RESOURCES DISCUSSED:
Time is running out to register for our upcoming 30MPC Live.
Download our exclusive cold calling battlecard by signing up for the newsletter.
Click this link for some extra goodies from 30MPC.
HELP US OUT!
What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!
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:
Time is running out to register for our upcoming 30MPC Live.
Download our exclusive cold calling battlecard by signing up for the newsletter.
Click this link for some extra goodies from 30MPC.
HELP US OUT!
What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!
Released:
May 27, 2020
Format:
Podcast episode
Titles in the series (100)
6: A cold calling clinic from 5000 dials a month (Ryan Reisert, Reisert Consulting): Ryan Reisert is a complete savage on the phones, hitting 5000 dials a month. This one includes a complete cold call teardown with strategies we’ve never seen before. Four Actionable Takeaways:Open every conversation with “Hey it’s Ryan Reisert”, then stop.When they answer, ask if you can get 27 seconds to tell them why you’re calling?Work in buckets for everything - finding accounts, researching contacts, making dials.Document the path. Every time you hit a phone tree, write the dial path down.Ryan Reisert’s Path to President’s Club:Sales Director, ConnectAndSellAuthor, Outbound Sales, No FluffFounder, The Sales Developers======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Re by 30 Minutes to President's Club | No-Nonsense Sales