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.

Appearances

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The Mentors Radio Show · 464. Stop Selling and Start “Falling into Trust” with Richard Harris, and Host Tom Loarie · 14 Feb 2026 podcast

And I'll say, okay, well, I know what that is, but what's it mean at your company?

Because it's different at Zoom than it might be Salesforce or a startup.

And they'll say, oh, we want to get better at negotiation and closing.

I'm like, yeah, I get it.

Those are good buzzwords, but what's happening around negotiation right now that you feel needs help?

And so I'm just digging more and I'm listening more so that I understand their frame of reference and their perspective, right?

And that's the key piece we're looking for is trying to understand someone's own frame of reference such that they feel heard and trusted, or they feel like they can trust us.

The concept I teach is that we want our prospects and customers to fall in trust with us, not fall in love with us.

They've got to trust us first before they can love us.

And I think that's true of any relationship, particularly in business.

They're not going to do any buying until they do some buying in.

They've got to buy into me before they buy anything from me.

yes 100 everywhere and most of the objections are rooted in fear aren't they or fear plays a big role in all of this yeah so part of the trust is reduce the fear yeah i mean our job is as sales people is to reduce the anxiety someone has in making their decision and hopefully that means they choose us right and the only way i know to help reduce someone's anxiety is to listen to them

You know, there's a there's a there's a wonderful woman.

Her name is Cynthia Barnes, who I just adore.

And she has so many of these phrases.

And you know, her concept is, you know, don't let people should on you.

You know what you should do?

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