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

Wes Schaeffer
September 16, 2019

Create a Growth Culture Focused On Serving

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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