DiscoverThe Sales PodcastWhat's The One Thing That Has Remained The Same In Sales Chris Spurvey
What's The One Thing That Has Remained The Same In Sales Chris Spurvey

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

Update: 2019-09-16
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Get the show notes and bonuses for all episodes here.

Join The Cool Kids Club

  • 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

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

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Check out early episodes of The Sales Podcast:

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

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

Wes Schaeffer, The Sales Whisperer®