ALERT: Double-Length Extraordinary Episode hosted by Sales Hacker's Scott Barker!
Richard Harris is one of our favorite people to sit down with. Before branching out on his own to start The Harris Consulting Group, Richard spent many years building SDR teams and running sales operations. He’s been immersed in sales culture long enough to hold a wealth of knowledge that he’s always willing to share.
He even began his interview on The Sales Engagement podcast with a great sales tip: what he calls the question behind the question. A method to better understand someone’s perspective and intention when they ask you a question.
He told us, “whenever someone asks you a question, there’s always a picture in their head. Ask them to paint that picture.” So when I asked him how he sees sales engagement changing between sellers and buyers today, he asked me, “when you said that word sales engagement, what picture was going through your head?” Thrown off for a second, I quickly answered, “a handshake.”
The result? Richard knew exactly what I meant by sales engagement. I wasn’t asking about tech stack, I was trying to get to the human element in sales, and Richard’s question got us there. Our conversation on today’s episodes is filled with techniques like this one to make you a better communicator and engage your customers more effectively.
