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What’s The One Thing That Has Remained The Same In Sales? Chris Spurvey

September 16, 2019

Create a Growth Culture Focused On Serving

Click here to download the episode. 

Sales Tips you’ll learn today on The Sales Podcast…

  • Built a business to 70 people

  • Acquired by KPMG

  • Relationships are still key

  • Be consistent

  • Seek win-win opportunities

  • There is no new magic trick to sell today

  • Social media can help facilitate relationships

  • Do whatever it takes

  • Be where you need to be

  • He formed a vision when he grew his IT services business

  • Create a growth culture for your entire company

  • Their telecom company was training PeopleSoft implementors

  • Go where there is need and charge for solving the need

  • Have the diagnostic conversation

  • Price your services based on the value you bring

  • Start with a situational analysis, which is regurgitating what they already said

  • Give them the methodology

  • Show them a computation of how you price your services based on their growth

  • Maybe ask for 30% up front and the remainder over the course of the year

  • You must believe in yourself so you can ask the hard questions

  • Test your own limits

  • We’re all learning

  • Don’t be too eager to jump to a proposal

  • Keep your posture…don’t jump right into selling and pushing

  • Ask the right questions. Maintain your integrity.

  • Listen to your intuition.

  • Tap into the buyer’s energy

  • Get to the truth if they buyer is sincere.

  • Don’t over-complicate things

  • Stop pushing for an arbitrary close to meet your calendar-based quotas.

  • It’s a long game.

  • Seek to serve.

  • Customers want certainty and proactive results

  • Use a thin wedge, i.e. choose your clients well

  • When the student is ready the teacher will appear

Links Mentioned In The Sales Podcast