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Episode 71: Unnecessary Discounting Be Gone, A Proven Method to Removing it From Your Team, with Richard Harris

In episode fo Stronger Sales Teams, Ben Wright invites sales training specialist Richard Harris to explore sales strategies, emphasizing the path of the seller in enhancing the buyer's journey. Richard presents his belief that the buyer's journey does not exist; rather, it is the buyer's experience influenced by the seller's journey. This thought-provoking perspective directs the discussion towards practical sales techniques capable of significantly enhancing team effectiveness.

The pair delves into essential themes including handling discount requests, the significance of grasping the buyer’s economic influence, and the skill of negotiation. Richard imparts valuable strategies for managing discount inquiries, stressing the significance of establishing mutual terms and generating economic value. The discussion also touches upon mental well-being, with Richard underscoring the importance of openness and setting clear objectives in sales leadership. This episode is rich with insights that B2B sales managers can apply to develop, inspire, and retain highly effective sales teams.

About the Guest: 

Richard Harris is a globally recognized sales trainer and the creator of the Neat Selling System. With a distinguished track record of enhancing sales teams across a spectrum from startups to established corporations, Richard has provided consulting services to prominent clients such as Google, Visa, Zoom, Salesforce, SalesLoft, among others. He is also an experienced podcaster and the author of "The Seller’s Journey." Richard is acclaimed for his adeptness at translating sales training theory into practical application, rendering his methodologies both inventive and user-friendly.

Key Takeaways:

  • Sales conversations should focus on value and experience rather than just features and benefits to differentiate from AI-driven interactions.
  • Understand customer expectations and always seek mutually beneficial terms when negotiating discounts.
  • Shift the ROI conversation to discuss the buyer’s current economic challenges and opportunities, making the discussion more relevant and impactful.
  • Incorporate vulnerability and mental health support into your leadership style to create a more resilient and high-performing team.
  • Incorporate specific mutual benefits, such as case studies or customer quotes, directly into contracts to streamline negotiations later.

Time Stamp:

0:00 Intro

0:58 Guest Introduction

4:03 The Seller's Journey

7:15 Positive Outcome for the Buyer

10:45 Over Discounting

19:57 ROI Journey

24:15 Mindset

28:43 Guest's Socials

30:01 Outro

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