#264 Richard Harris – Why the Buyer’s Experience Matters More than the Journey in Sales

In this weeks’ Scale Your Sales Podcast episode, my guest is Richard Harris.

Richard Harris, Author the Seller’s Journey, teaching sales reps how to earn the right to ask questions, which questions to ask and when.

In today’s episode of Scale Your Sales podcast, Richard discusses the evolving sales landscape, focusing on essential skills like coachability, teamwork, and handling disagreements. He shares innovative interview techniques and challenges assumptions about sales roles, highlighting how introverts often excel. They also explore the impact of AI on sales education and the ongoing importance of human interaction.

Welcome to Scale Your Sales Podcast, Richard Harris.

Timestamps:

00:00 AI accelerates sales and product knowledge education.

06:12 AI supplements training; human connection remains essential.

08:00 Success relies on mindset, coachability, and implicit skills.

11:14 Learning effective sales techniques through interview questions.

15:55 Bottom performers extroverted; top performers introverted.

18:37 Handling objections through professional disagreements and coachability.

22:35 Buyer’s experience navigates a seller’s journey.

25:05 People now comfortably make large online purchases.

28:25 Identify sceptics to improve client experience.

30:37 Activating LinkedIn notifications to follow updates.

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Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.

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