Many startup companies face a common dilemma in our world today and that is taking their product up to the next level – bringing it to market, successfully. Why? Because many of them are scared of selling. Are you?
I’m bringing Chris Spurvey on the show today as we talk about two very powerful topics that are crucial when it comes to selling: overcoming your fears and having a vision.
Based in Newfoundland, Canada, Chris isn’t new to the sales and marketing space having brought in over $100 million in professional services. He also wrote his recent book, It’s Time to Sell: Cultivating the Sales Mind-Set, which offers a new perspective about the concept of selling so you can change your sales mindset in a way that keeps you motivated!
Here are the highlights of my conversation with Chris:
Why Chris chose to write the book:
The fear of selling: The stigma of that “Electrolux” salesman
Chris shares the story of his mom who ended up buying a very expensive vacuum cleaner all because the salesperson was able to overcome all objectives.
Strategies to Overcoming Fears and Cultivating the Sales Mindset
Write your vision and put it in the present tense. Make it real by bringing in all your senses. Having that vision gives you the motivation you need to sell.
Family – Occupation – Recreation – Motivation
Journaling is a very powerful thing. Write down a conscious stream of thoughts. Write whatever comes to mind. This basically allows the conscious and subconscious mind to communicate with each other.
Chris’ Major Takeaway:
Create a vision. It’s not the fulfillment of the vision, it’s the actual process of creating the vision.
Check out Chris Spurvey’s book, It’s Time to Sell: Cultivating the Sales Mind-Set
Other book mentions:
The Greatest Networker in the World by John Milton Fogg
Think and Grow Rich by Napoleon Hill
Get a free audio book download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.
If you let it, negative thinking will cripple all of your aspirations. It’s even more difficult if the negative thinking is coming from a superior, even your boss. During this week’s episode of “Sales From the Street,” I have the honor of interviewing a former college classmate who is now in the world of sales. Forrest Grigg is an International Business Development at AMET Inc..
During our discussion, Forrest shares how, like many, he came across some negative kickback from his boss as he was working on a sizable deal. This was his first business opportunity of this size and it was not a typical contract his company was used to closing.
Having spent a reasonable amount of time with the prospect, understanding his pain, building a strong relationship, learning that he had the budget for the project and the desire to get started; Forrest listened to his gut and the prospect and pushed forward with the deal. The rest is history. Take a moment to listen to his story. Also, feel free to connect with Forrest on LinkedIn or shoot him an email.
All in all, remember to be confident in what you know to be true and go out and do BIG THINGS!
Your attitude will have a tremendous impact on the way you perform. Do you believe that? I sure do and that is why I did this episode. I’ve been the lab test dummy on this experiment already. I have done everything right to have a great morning and saw significant results. It was like everything I touched, turned to gold. I found new opportunities, got past the gatekeepers, received referrals, and closed deals.
I have done the opposite, as well, where I did not start off the morning right. I slacked off on the information I looked at and did not develop a positive attitude. Those were the days where it seemed as if the world was conspiring against me. Prospects were mean, I could not find opportunities or develop interest with potential buyers, I lacked confidence, I did not get referrals, and it was as if deals were just falling apart.
So what did I learn? Your attitude makes a big difference. In this episode, I share my morning routine for success. I also refer to a couple of earlier podcast episodes I did with Justin Su’a and Ralph Quintero on winning your mornings and developing a positive attitude. Check them out below.
Episode: TSE Episode#2: Attitude of Success with Ralph Quintero!
Ralph developed an affirmations app, Affirmations for Entrepreneurs
Now, as you listen to this episode, feel free to reach out to me and share your morning routine. Let me know what you do, or plan to do, in order to win your mornings and develop a successful attitude. Send me an email firstname.lastname@example.org. You can also join the conversations in our private Facebook group. Join for free today. Overall, I want you to be successful by going out and doing “BIG THINGS”!
This weeks “Sales from the Street” segment features a great friend of mine, Eric Smith, who is a sales professional with a money management firm. With these segments, we interview a seller who had a particular sales struggle, discovered a solution, and saw results. During our discussion Eric shares how he fell into a “sales slump” that tremendously affected his ability to perform as a seller, his personal life and his overall confidence.
But like any other challenge in life, there is always a solution or means to fix it. Eric recognized that this was something he needed to overcome and took matters into his own hands. He rediscovered his purpose, sharpened his sword by practicing his message, and got back in the game. He saw tremendous success and had a major attitude shift. As a sales professional, we all face challenges like these once in a while, however, it’s important for us to recognize it and make the changes ASAP. If you would like to stay connected with Eric, feel free to connect with him on LinkedIn.
If you are going through a slump or need some motivation and advice with sales related challenges, connect with our community at “The Sales Evangelizers” on Facebook. Come take a peek for yourself.
If you have a personal sales struggle you were able to overcome and would like to be a guest, reach out to here at email@example.com.
Ralph is committed to having an AWESOME life! Ralph has a passion for excellence, personal development and the success of others. He lives life with no limits in his journey to achieve all of his dreams.
Ralph is a serial entrepreneur that enjoys sharing the keys to his success with anyone who is willing to listen (people like you and me). Most recently he founded Happy Someone to help people connect to their true purpose in life and The Great Business Project to help entrepreneurs get off the hamster wheel and take their businesses to the next level.
Before his latest ventures, Ralph founded several companies that have impacted thousands of people in over 100 cities across 21 countries worldwide. His clients have included some of the world’s most renowned brands and individuals.
Ralph enjoy’s paddle boarding, adventures, music, tech, and DJing. His wife and boys are the most important part of his life and contribute to all of his successes through their unwavering support.