The Seller’s Journey book cover: a brass compass on a teal background

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The Seller’s Journey

Your guidebook to closing more deals with N.E.A.T. Selling™ · by Richard Harris

Sales is about getting prospects to fall in trust with you. This book is the map and the compass: how to earn the right to ask questions, which questions to ask, and when to ask them. Richard has trained sales teams at Zoom, Salesforce, PagerDuty, and Gainsight with what’s in these pages. Now the whole book is here, free to read. No email wall. No gates.

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Contents

  1. ✦Introduction: Yes, I'm in SalesWhy salespeople should own the title with pride, and why you don't need a degree in sales to be great at it.
  2. 01Get Your Map and Your CompassThe lies sellers are told, how your journey shapes your selling, and why sales philosophy, methodology, and process are not the same thing.
  3. 02The N.E.A.T. Selling CompassThe four points of N.E.A.T. Selling: Need, Economic Impact, Access to Authority, and Timeline. Headaches versus migraines, and the discovery questions that surface real pain.
  4. 03The ProcessConversational flow, sales stages from prospecting to closing, exit criteria, and where customer success fits in the process.
  5. 04Sales Is Always PersonalEgo states, trust, and why every sales conversation is a human conversation first. Parent, Adult, and Child dynamics in selling.
  6. 05Respect ContractsVerbal Respect Contracts: how to earn the right to ask questions, set agendas that lower resistance, and remove pressure from sales calls.
  7. 06Listening and Asking TacticsActive listening, question stacking, silence, and the tactical skills that make discovery conversations actually work.
  8. 07Objection and Competition TacticsHow to handle objections without being defensive, talk about competitors with honesty, and avoid being blindsided late in a deal.
  9. 08Money, Pricing, and Commercial Terms TacticsTalking about money earlier and with confidence: pricing conversations, negotiation, discounting, and commercial terms.
  10. 09Accountability TacticsGetting prospects to keep their commitments, mutual action plans, and holding yourself accountable as a seller.
  11. 10The Never-Ending JourneyYou have the compass, the map, and the tactics. Where the Seller's Journey goes from here, plus the epilogue: OK, so now what?
  12. —AcknowledgmentsThank yous to the people who made The Seller's Journey possible.