The Sellers Journey with Richard Harris

Send us a Text Message.On this episode of the Better Presentations More Sales podcast I’m talking to sales expert Richard Harris about the Seller’s JourneyWe talk about the Seller’s Journey and the buyers experience.Richard shares some great insights and tips that will help all salespeople, especially when it comes to asking great questions and ensuring that the buyer does more talking than you the salesperson.Richard is great at sharing examples of the sort of questions that you could ask as a salesperson – so be sure to tune in and make a note of them – they will all be very helpful for you on the seller’s journey.He shares the Seller’s Journey NEAT model:NeedEconomic ImpactAccess to AuthorityTimelineAnd provides steerage on how to follow this model but also to be flexible within the modelYou can connect with Richard on LinkedIn or call him on 415 596 9149 You can find Richard at https://theharrisconsultinggroup.coAnd click here for details of Richards book The Sellers JourneyRichard’s two top tips for listeners to implement straightaway are:Firstly at the end of a first meeting ask ‘ Who is the most sceptical person on the team and what are they most sceptical about?’And secondly something comes up that the buyer suggests your competitors have offered to do simply ask them ‘How important is that to your decision?’This is episode 308 of the Better Presentations More Sales podcastIf you don’t like the idea of learning how to transform your business presentations in a group environment then take Trevor’s online course Transform your Business Presentations and learn at your own pace. Take the free taster course which shows you how to deliver your first ‘big’ presentation. To find out more Trevor's sales and presentation skills services visit trevorjlee.comBook a 15-20 minute informal no obligation no fee chat with Trevor Lee on Zoom. Simply click here: Trevor Lee 15 minute meetingCheck out Trevor’s latest book: 7 Steps to Successful PresentatI can help you transform your business presentations and win more sales pitches. Click on the links below to find out more and book a free 15-20 minute Zoom call with to discuss what you might need help with. Presentation TrainingSales Training 15 Minute Free 'How can I help you' Zoom callTrevor Lee Linked Trevor Lee You TubeMy latest book: 7 Steps to Successful Presentations