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 monthsRecordings per month over the last 12 months — 2 in all, peaking in Feb 2026 with 1.
Appearances
And we got to go deeper.
Yeah, I get called a lot and they say, Richard, I need my team to get better at negotiating and closing.
And I'm like, well, is that really the problem or is it that they...
are terrible at discovery because they haven't asked the right questions, right?
And Latin,
99 times out of 100, it's like, yeah, they need to do better at asking questions.
There are those people, there are those moments where someone says, you know what, no, we need to practice negotiating with procurement.
How do I negotiate with a procurement department?
That's a very specific negotiation skill, which is tied into a type of discovery, but further down the funnel.
Whereas in most cases, you have to show value.
And that value only comes from doing better discovery at the front end of the sales process.
Well, the concept is that there are multiple parts, moving parts to any sales conversation.
And so I feel like you want to try and get to the different parts of your sales process and your sales conversation first.
and making sure that you have a list of questions that align with whether you're talking about need or economic impact or access to authority so that you can put them all together and reconfirm as you go.
Sometimes someone will say, oh yeah, we want to be up and running by July 1st.
And we go, great, all right, let's reverse engineer that.
And it's like, well, hold on a second.
First, before you reverse engineer it, which I don't really like,
Let's talk about what happens.
What happens if you don't do this by July 30th or July 1st?
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