5 (Sell): 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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