# The Seller's Journey by Richard Harris

> The complete text of The Seller's Journey (Page Two, 2024) by Richard Harris,
> creator of N.E.A.T. Selling and founder of The Harris Consulting Group.
> A guidebook to B2B sales: discovery, respect contracts, objections, pricing, accountability.

## Chapters

- [Introduction: Yes, I'm in Sales](https://www.thesellersjourney.co/introduction-yes-im-in-sales.html): Why salespeople should own the title with pride, and why you don't need a degree in sales to be great at it.
- [Get Your Map and Your Compass](https://www.thesellersjourney.co/get-your-map-and-your-compass.html): The lies sellers are told, how your journey shapes your selling, and why sales philosophy, methodology, and process are not the same thing.
- [The N.E.A.T. Selling Compass](https://www.thesellersjourney.co/neat-selling-compass.html): The 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.
- [The Sales Process](https://www.thesellersjourney.co/the-sales-process.html): Conversational flow, sales stages from prospecting to closing, exit criteria, and where customer success fits in the process.
- [Sales Is Always Personal](https://www.thesellersjourney.co/sales-is-always-personal.html): Ego states, trust, and why every sales conversation is a human conversation first. Parent, Adult, and Child dynamics in selling.
- [Respect Contracts](https://www.thesellersjourney.co/respect-contracts.html): Verbal Respect Contracts: how to earn the right to ask questions, set agendas that lower resistance, and remove pressure from sales calls.
- [Listening and Asking Tactics](https://www.thesellersjourney.co/listening-and-asking-tactics.html): Active listening, question stacking, silence, and the tactical skills that make discovery conversations actually work.
- [Objection and Competition Tactics](https://www.thesellersjourney.co/objection-and-competition-tactics.html): How to handle objections without being defensive, talk about competitors with honesty, and avoid being blindsided late in a deal.
- [Money, Pricing, and Commercial Terms Tactics](https://www.thesellersjourney.co/money-pricing-commercial-terms.html): Talking about money earlier and with confidence: pricing conversations, negotiation, discounting, and commercial terms.
- [Accountability Tactics](https://www.thesellersjourney.co/accountability-tactics.html): Getting prospects to keep their commitments, mutual action plans, and holding yourself accountable as a seller.
- [The Never-Ending Journey](https://www.thesellersjourney.co/the-never-ending-journey.html): You have the compass, the map, and the tactics. Where the Seller's Journey goes from here, plus the epilogue: OK, so now what?
- [Acknowledgments](https://www.thesellersjourney.co/acknowledgments.html): Thank yous to the people who made The Seller's Journey possible.

## Author
- [Richard Harris / The Harris Consulting Group](https://www.theharrisconsultinggroup.com): sales training, N.E.A.T. Selling programs, and coaching.