#5 - Break up with the prospect before they break up with you (Richard Harris, Harris Consulting)
30 Minutes to President's Club | No-Nonsense Sales
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How Do I Transition Into Commercial Terms?
Armand: I always teach people to change that word price, budget, money, any of those things to the phrase commercial terms. Commercial terms means there's something way more to this conversation than just a number and a dollar side. Armand: A lot of times we'll push discount when it's actually timing. That's the issue.
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