Richard Harris

speaker

681 appearances 3 recordings 3 series first heard May 2021 last heard 14 Feb

Richard Harris’s voice in public audio — every appearance, attributed to the second.

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recordings per month · last 12 months

Recordings per month over the last 12 months — 2 in all, peaking in Feb 2026 with 1.

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I'm Gen X, right?

I had to go to the library to get data.

I had to go get microfiche out of the basement of the library to find old newspaper articles.

Now they're just on your phone.

And so there's a much easier sense of curiosity

for that generation.

And I think that's been really helpful in the sales process.

So for me, it's first establishing that respect and respect contract to say, if it's not a good fit, you say so, I'll say so, right?

And then just asking them, well, what brings you here?

And then, like I mentioned earlier, if they say, well, gosh, Richard, I need sales training.

I'm like, okay, well, what kind?

What part of the sales cycle is broken in your mind?

Are you hitting goals or you're not hitting goals?

What happens when you don't hit goals?

What happens when you do hit goals?

Like just being curious to live in their space and in their presence and in their own frame of reference and in their mind, right?

Meeting them where they're at and not trying to go, oh, you got a sales problem?

Well, let me tell you how I can fix that.

Like, that's not what they want.

They first want to be heard.

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