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:
- Being a chair in their technology association of about 300 technology companies
- Meeting startup companies and realizing people are afraid to take the next step – selling!
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
- Create a vision.
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.
- Use the FORM technique to ask questions
Family – Occupation – Recreation – Motivation
- Write your morning pages.
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.
Episode Resources:
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
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