The Seller's Journey with Richard Harris

In this episode of Persuading for Profits, Brent Hoodenpyle interviews Richard Harris, a seasoned sales trainer and consultant. They discuss the challenges in sales and marketing, particularly in the radio industry, and explore Richard's journey into sales, the importance of understanding the buyer's experience, and the role of skepticism in sales conversations. Richard shares insights on building trust with prospects, the significance of leadership in sales, and strategies for effective selling, including the concept of earning the right to ask questions. In this conversation, Richard Harris and Brent Hoodenpyle delve into the intricacies of sales, focusing on the importance of building trust through respect contracts, the psychology behind asking questions, and the necessity of a structured sales process. They discuss the challenges salespeople face, including call reluctance and the need for effective follow-up strategies. The dialogue emphasizes the art of discovery in sales and how understanding the sales process can lead to better customer engagement and ultimately, success in sales. You can also watch the full episode here.