Make It Happen Mondays - B2B Sales Talk with John Barrows

Richard Harris: Reviving Salesmanship and Personal Connection in Sales

Feb 26, 2024

Richard Harris discusses infusing humanity into sales, negotiation tactics, and adapting to technological changes. The conversation explores legacy, branding, and the evolution of sales techniques, highlighting the importance of adaptability in implementing effective strategies. Insights on AI's influence on buying decisions and the art of note-taking for active listening and communication in sales are also covered.

52:24

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Episode guests

Richard Harris

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Episode notes

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Quick takeaways

Adopt consultative selling over pushy tactics to humanize sales interactions.

Use 'and' language in negotiations to maintain control and value-based pricing.

Evolve sales strategies by balancing technology with human connection for meaningful customer interactions.

Deep dives

Building Sales Superteams

Building sales superteams requires top talent, extensive training, and strategic budgeting. Alternatively, using tools like Sales Hub from HubSpot can lead to success. The podcast episode highlights Richard Harris and his book, 'The Sellers Journey,' focusing on qualifying leads and humanizing the sales process.

Introduction

2min

Building Relationships Through Sales and Writing

6min

Reflections on Legacy, Brand, and Success in Sales

3min

Redefining Legacy and Sales Evolution

17min

Evolution of Sales Technology and Buyer Behavior

3min

AI's Influence on Buying Decisions

4min

The Art of Note-Taking and Effective Communication in Sales

15min

Warm Exchange and Appreciation with a Call for Positivity

2min

Richard Harris, seasoned sales expert, sales trainer and author of "The Seller's Journey," discusses infusing humanity into sales and offers practical guidance on sales conversations. This episode promises insights on negotiation, handling objections, and adapting to technological changes in sales. Listeners can expect to learn from the dynamic exchange between John and Richard as they share strategies for evolving with the sales industry while keeping their approach customer-centric.

Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together!

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Visit the HubSpot Website: https://www.hubspot.com/