In this Sales & Marketing Talk Show, we discuss How to Earn The Right to Ask Questions, which questions to ask, and when with Richard Harris. Richard is a seasoned SaaS sales leader and inside sales trainer and advisor with 20+ years of experience. In this episode, we discuss Richard’s framework N.E.A.T. Selling which stands for Need, Economic, Access To Authority & Timeline. I will be asking Richard:

-How did he come up with this framework

-How to earn the right to ask questions and make sure people will answer to you?

-How to know what is the best time to ask which questions?

-What you should ask in order to understand customers’ real needs? 

-How to ask things regarding economics? How this should change Outbound vs Inbound?

-How to identify access to authority?

-What are Richard’s best tips on identifying the timeline?

-What are Richard’s all-time favorite questions in the sale?

-Last guest, Udi Ledergor’s, question to Richard: What are some good land mine questions to overcome an objection?