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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
