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

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you can start the sentence in one frame of reference and switch to the other by the end of the sentence.

So it's really just added some humanity to it, which for me is a big piece of just like, what is the humanity in sales?

Where is the humanity?

Because it feels like it's getting left behind.

So that's sort of how I all gravitated to it.

And what unintentionally happens is that because we were, look, we were all raised by somebody.

When we hear that critical tone, it almost instinctually turns us into a child ego state.

I don't want to upset my prospect or the decision maker.

I don't want to lose this deal, right?

So it really does come in there.

And the reason I talk about it is just, I just want people to know that your prospect or customers allowed to feel that way.

And you're allowed to feel however you feel.

Like we're humans.

Like you can't.

Yes, you need a process.

Yes, you need to follow a plan.

But you can't overcome the emotions behind all that stuff.

You just have to learn to work with them and maybe work within them in a way that's helpful for you.

And it's about, tell me a little bit more.

Someone calls me and says, hey, Richard, I need sales training.

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