Podcast appearances and mentions of chris spurvey

As a salesperson, you need to start leveraging your unique skills so that you get the sale. You don't need to follow all the textbook rules of what it means to be a great salesperson. Just be your most authentic self and not someone else. Join Adam Markel as he talks to entrepreneur, keynote speaker, podcast host, and author of the bestselling business book, It's Time to Sell: Cultivating the Sales Mind-Set, Chris Spurvey. Discover how Chris helps turn business owners and new sales professionals into confident and effective sellers. Chris has sold over $300 million in consulting services and has worked with thousands of entrepreneurs and professionals in their efforts to close more businesses and create win-win relationships with their clients. Learn more about Chris' sales mindset and philosophy. Find out how to open even more doors by tapping into what makes you special. Start feeling good about sales today! Show Notes:4:36 - The Philosophy Of Sales15:32 - Start Taking Action22:32 - Sales Is Not A Competition26:11 - Chris' Success Rituals

On my ongoing journey towards Personal Development Mastery, I have changed the format of Thursday's episodes. So instead of adding more knowledge, I revisit the previous episodes and consolidate the wisdom imparted by my guests.   In this episode, I revisit episodes #006 (Chris Spurvey) and #017 (Nik Gray). I hope you find this approach useful.  

Chris Spurvey consciously chose entrepreneurship as a way to create a better life for his family. Yet there was one giant hurdle blocking his path to success: the negative way people view sales.   He knew this was a problem, not just for his own business, but for the businesses of virtually every other entrepreneur. (Can you relate??) So he found a way to sell that felt right and went on to focus on helping other “non-sales sellers” grow their revenues –consistently and without all the stress!

Chris is a sales mentor, author, podcast host, and speaker. After consciously choosing entrepreneurship as a means to create a better life for his family, Chris realized that negative beliefs about sales were holding him back from taking his ventures to the next level. He saw this as a major hurdle to not only his businesses but the businesses of virtually every other entrepreneur. Chris went to work on himself and found a way to sell that felt right. Chris spearheaded the growth of Plato Consulting to the point it was acquired by one of the largest management consulting firms in the world (KPMG). In the process, he sold over $300 million in consulting services. Following the acquisition, Chris turned his focus to helping other “non-sales sellers” find a way to grow their revenue in a consistent, stress-free manner. Check out Podium for your client communications platform too! www.Podium.com/starter to get started for free!  Connect with me on IG, Facebook & LinkedIn @tershblisett 

Chris is a sales mentor, author, podcast host, and speaker. After consciously choosing entrepreneurship as a means to create a better life for his family, Chris realized that negative beliefs about sales were holding him back from taking his ventures to the next level. He saw this as a major hurdle to not only his businesses but the businesses of virtually every other entrepreneur. Chris went to work on himself and found a way to sell that felt right. Chris spearheaded the growth of Plato Consulting to the point it was acquired by one of the largest management consulting firms in the world (KPMG). In the process, he sold over $300 million in consulting services. Following the acquisition, Chris turned his focus to helping other “non-sales sellers” find a way to grow their revenue in a consistent, stress-free manner. Check out Podium for your client communications platform too! www.Podium.com/starter to get started for free!  Connect with me on IG, Facebook & LinkedIn @tershblisett 

We are in sales. We are in sales. If you are in business, of building a career, every interaction we have builds our brand, builds trust, builds you and fundamentally forms part of the potential for that person to either buy into you or see value in what you offer.Today I explore more from our #238 with Chris Spurvey and help you understand that every interaction is an opportunity and a potential sales conversation.Get all the episodes at todaysleader.com.auThanks for listening to our Monday Mentoring session today. I hope it will give you the momentum to reach out for your dreams. If you are looking for an extra boost, check out my online academy for access to over 75 programs to help you build a better mindset, enhance your leadership skills, and boost your business. You can trial it for just $1 for the first month at thecoachcurlacademy.comWherever you are, You are standing Stronger Braver and WiserHave yourself a successful and productive week and remember the golden rule – Don't be an a-hole

We are in sales. We are in sales. If you are in business, of building a career, every interaction we have builds our brand, builds trust, builds you and fundamentally forms part of the potential for that person to either buy into you or see value in what you offer.Today I explore more from our #238 with Chris Spurvey and help you understand that every interaction is an opportunity and a potential sales conversation.Get all the episodes at todaysleader.com.auThanks for listening to our Monday Mentoring session today. I hope it will give you the momentum to reach out for your dreams. If you are looking for an extra boost, check out my online academy for access to over 75 programs to help you build a better mindset, enhance your leadership skills, and boost your business. You can trial it for just $1 for the first month at thecoachcurlacademy.comWherever you are, You are standing Stronger Braver and WiserHave yourself a successful and productive week and remember the golden rule – Don’t be an a-hole

Welcome to # 238 of The Today's Leader PodcastToday's guest is Chris Spurvey, the author of It's Time to Sell Cultivating the Sales Mindset, Chris has a great history of sales and now helps businesses globally working through their sales process founded on their value proposition.The conversation is incredibly and eye-opening for me, personally as sales is not a comfortable process for many, including me. During our conversation Chris shares some tips that you can apply immediately in your business. defining that everyone is a sales process, the sales disqualification process, making sales a habit, and transformative selling.Chris can be contacted at https://www.chrisspurvey.com/​Resources available at https://www.chrisspurvey.com/resources​Check out all of our episodes at http://todaysleaders.com.au/In today's disruptive world, good leadership skills will always stand you in great stead. If you are looking to build better leadership skills, consider our sponsors. Think & Grow Business and the Coach Curl Academy.Think & Grow Business the home of the Think & Grow Business Mastermind, where we focus on personal, professional, and business growth. Check out thinkandgrowbusiness.com.auThe Coach Curl Academy has over 75 programs to help you build a better you. Join for just $1 for the first month. The Academy that equips you and enhances your mindset, leadership, and business. Check it out at thecoachcurlacademy.comYou are standing Stronger, Braver, and Wiser. Don't forget the golden rule – Don t be an A-Hole

Welcome to # 238 of The Today's Leader PodcastToday's guest is Chris Spurvey, the author of It's Time to Sell Cultivating the Sales Mindset, Chris has a great history of sales and now helps businesses globally working through their sales process founded on their value proposition.The conversation is incredibly and eye-opening for me, personally as sales is not a comfortable process for many, including me. During our conversation Chris shares some tips that you can apply immediately in your business. defining that everyone is a sales process, the sales disqualification process, making sales a habit, and transformative selling.Chris can be contacted at https://www.chrisspurvey.com/​Resources available at https://www.chrisspurvey.com/resources​Check out all of our episodes at http://todaysleaders.com.au/In today’s disruptive world, good leadership skills will always stand you in great stead. If you are looking to build better leadership skills, consider our sponsors. Think & Grow Business and the Coach Curl Academy.Think & Grow Business the home of the Think & Grow Business Mastermind, where we focus on personal, professional, and business growth. Check out thinkandgrowbusiness.com.auThe Coach Curl Academy has over 75 programs to help you build a better you. Join for just $1 for the first month. The Academy that equips you and enhances your mindset, leadership, and business. Check it out at thecoachcurlacademy.comYou are standing Stronger, Braver, and Wiser. Don’t forget the golden rule – Don t be an A-Hole

Today, we dive into part three of our interview with Sarah Elkins. Sarah is a communications coach, Gallup certified S.F. coach, Keynote speaker, author of the title https://www.amazon.com/Your-Stories-Dont-Define-You/dp/1646631110 (Your Stories Don't Define You), and https://podcasts.apple.com/us/podcast/your-stories-dont-define-you-how-you-tell-them-will/id1329558957 (Podcast) Host of the same title. In this episode, we talk about how you can take the initial steps you need for your transformation, self-reflection, and understanding of the people who have done bad things to you. [00:01 – 07:29] Opening Segment Actionable steps you can take to start that change in your life Get a critical view of yourself and what you're good at Find people you can ask, “what's the magic I can bring?” Take assessments to help you uncover your patterns https://www.truity.com/test/enneagram-personality-test (Enneagram Test) [07:30 – 13:47] Self-Reflection The self-reflecting stage Listen to the internal messages that are coming out Know that the bad things that people projected on you didn't happen because of you Sarah tells us a story from when she was in 7th grade. [13:48 – 22:01] Closing Segment What are your goals for the next year? “Promote my book.” “My ultimate goal is to work with more teams to help people like their jobs again.” What would be the new you say to the old you? “Stop worrying about how other people's behavior and things reflect on you.” What is something that you can tell our audience that can help them in tough times? “Where ever possible, spend some time outdoors.” Sarah's book recommendations: https://www.amazon.com/Its-Time-Sell-Cultivating-Mind-set/dp/0994884907 (It's Time to Sell by Chris Spurvey) https://www.amazon.com/Brave-Leadership-Confident-Powerful-Authentic/dp/1626344337 (Brave Leadership by Kimberly Davis) https://www.amazon.com/Peter-Starcatchers-Dave-Barry/dp/078684907X (Peter and the Starcatchers by Dave Barry) https://www.amazon.com/Inkheart-Trilogy-Cornelia-Funke/dp/0439709105 (Ink Heart by Cornelia Funke) https://www.amazon.com/Leviathan-Trilogy-Scott-Westerfeld/dp/1416971742 (Leviathan by Scott Westerfeld) Grab a copy of her book, “Your Stories Don't Define You. How You Tell Them Will” on https://bookshop.org/books/your-stories-don-t-define-you-how-you-tell-them-will-storytelling-to-connect-persuade-and-entertain/9781646631131 (bookshop.org) Connect with Sarah online. See below for the links. Tweetable Quotes: “Patterns, I think, are the key to shifting your life and making a transition or transformation successful.” – Sarah Elkins “Stop worrying about how other people's behavior and things reflect on you. Stop worrying about those things, and just do what feels right. Don't be shy. Don't live with regrets.'' – Sarah Elkins “I really believe that there are times when distraction is the key to getting through the really tough times.” – Sarah Elkins You can connect with Sarah onhttps://www.linkedin.com/in/thesmileisfree/ ( LinkedIn) andhttps://twitter.com/sarahelkins ( Twitter). Visit her websitehttp://elkinsconsulting.com/ ( http://elkinsconsulting.com/) to learn more. Surviving to Thriving is brought to you by Knight Protection Services. A veteran-owned and operated company, Knight Protection Services employs a diverse group of former law enforcement officers and military veterans of the highest integrity, with extensive experience in risk assessment and crime prevention. Find out more by visitinghttps://knightprotectionllc.com/ (  https://knightprotectionllc.com/) (https://knightprotectionllc.com/ (https://knightprotectionllc.com/)). For More Information About Surviving To Thriving:http://tothriving.org/ (  http://tothriving.org/) (http://tothriving.org/ (http://tothriving.org/)).

Chris Spurvey lives in Newfoundland, an island off the eastern coast of Canada, a fairly remote place where resources are limited and carefully planned for in case of emergency. Chris explains the logistics at play in keeping the island community safe from the pandemic. Interviewed 26 May 2020. Learn more about leaving a story for future generations at https://storiesofcovid.co --- Support this podcast: https://anchor.fm/stories-of-covid/support

Being successful at sales is partly tactical, but largely mental. A sales person's attitude and mentality largely determines their approach to selling and much of their financial performance. In this episode Chris Spurvey teaches us how he has helped thousands of business people grow their business by adopting a specific sales system and the correct emotional approach to selling. Learn how the most powerful sales people in the world think about selling. This is a must listen to interview that can change the course of a business' commercial success.  Hosted by Mr Steven Mario Cavallo CEO, The Business Firm www.thebusinessfirm.com.au Chris Spurvey www.chrisspurvey.com For more quality sales & marketing content watch our videos on our YouTube Channel: https://www.youtube.com/channel/UCW7VTAWRMc9VJuHLCoqm1QA Watch a free webinar on marketing and business growth: http://www.thebusinessfirm.com.au/webinars.html Learn more about Steven Mario Cavallo, Founder of The Business Firm: http://www.thebusinessfirm.com.au/steven-cavallo-s.html Steven Mario Cavallo is available to speak and present at events on the topics of marketing, sales, economic development, fundraising and business growth. 

Listen: if you go into sales thinking it's sleazy and pushy, it's going to affect how you perceive it. There are some excellent salespeople out there who love what they do because they seek first to serve. Today's guest, Chris Spurvey, is one of those people. We talk about what it means to create a vision and a story not just for your potential clients, but also to share with yourself, and rewire yourself with affirmations that create the right environment to make sales successful. Turns out you are your most important customer! Find more about Chris at www.chrisspurvey.com and on LinkedIn at https://www.linkedin.com/in/chrisspurvey/ ...and as always, enjoy the listen. --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app Support this podcast: https://anchor.fm/archdevops/support

ABOUT: Chris Spurvey has sold over $300 million in consulting services. His focus is on helping other “non-sales sellers” find a way to grow their revenue in a consistent, stress-free manner. Chris published, “It’s Time to Sell: Cultivating the Sales Mindset”, founded MyRevenueRoom.com and today is a growth advisor to business owners and their management teams throughout the world. STAY CONNECTED: www.chrisspurvey.com   https://www.myrevenueroom.com/bundles/community https://www.linkedin.com/in/chrisspurvey/ __________________ Thank you again for joining us today! If you know anybody that would benefit from this episode please share it with them and help spread the knowledge and motivation. Don’t forget to show your support for the Rise Up For You Podcast by writing a review on iTunes. Your feedback helps the success of our show and pushes us to continuously be better! Check out www.riseupforyou.com for more podcast episodes, webinars, events, and more to help you get to the next level in your personal and professional life! You can also follow us on Facebook, Instagram, LinkedIn, and Youtube @riseupforyou

For many people, the main reason they don't start a business is simply because they don't want to (or feel they can't) sell. In fact, many of the most successful books in business are those that teach the reader how to sell. And interestingly, many of those books teach tactics that reinforce the reader's perspective of sales. This perspective being that sales is all about bypassing objections that a potential buyer would have.However, what I've learned in the last few years is that sales, when done right, is more about adding value or service to someone who needs a particular solution. Meaning that, if you're looking to develop a sales process, it needs to include a phase where you can ask questions from the potential buyer. It also needs to include a point where you suggest the solution based on the buyer's needs. And then, if they need help, they'll ask for it.This session's guest, Chris Spurvey, is all about that process. And, in fact, he suggests that ambiverts, who are people who aren't quite extroverts or introverts are the best equipped to do sales.Interestingly enough, most people who can't think of doing sales the "traditional" way, are, in fact, ambiverts.In this session, we learn from Chris why ambiverts like him, have this special power to be super successful at giving people what they want.If you've dreaded sales in the past because you don't want to come across as being sleezy or pushy, then this chat is one you don't want to miss.Enjoy! SPECIFICALLY, YOU'LL FIND OUT MORE ABOUT: How did Chris get over his initial perspective on sales? 12:19If someone wants to change their perspective on how to sell, what kind of mindset shift would help directly with that? 19:21What does he think about the concept of people trying to do the smallest amount of work for the greatest ROI when it comes to their effectiveness as a business owner? 25:34Why does Chris believe business systems are so important? 29:04What was the decision process like for Chris to write a book even though he didn't see himself as an author? 33:25Does he have advice for those who feel they're being pressed to write a book but they don't feel that they're an author at heart? 37:50What's Chris' pandemic pivot looking like and what has him excited about it? 40:27Which song, book, and film would he add to the national curriculum? 44:55Is there something he's been recently learning about he's excited to start implementing? 46:52What's something he'd like to do in his lifetime that no one knows about? 48:04Is there something that's changed his life for under $100? 48:50What's the secret to achieving personal freedom? 49:48 ITEMS and PEOPLE MENTIONED IN THIS EPISODE: Chris Online: Website, LinkedIn, YouTubeCohost: Veronica KirinPowered By: Uncover Your Personal MissionGregory Diehl AoL PodcastReiss Motivation ProfileAndy Dix AoL InterviewThe Greatest Networker in the WorldMach2 with your Hair on Fire - Richard BrookBlueprint your Bestseller - Book Architecture MethodI Remember You - Skid RowShawshank RedemptionEvernote Right click here and save-as to download this episode to your computer. SHOW NOTE EXTRAS: How to Sell - Business Begins When You Start a Conversation Make Potential Clients More Invested in the Buying Process What Your Customers are Actually Buying from You 3 Tips How to Break out of A Slump Thanks for Listening! Thanks so much for joining us again this week. Have some feedback you'd like to share? Leave a note in the comment section below! If you enjoyed this episode, please share it using the social media buttons you see at the top of the post. Also, please leave an honest review for The AoL Podcast on iTunes! Ratings and reviews are extremely helpful and greatly appreciated! They do matter in the rankings of the show, and we read each and every one of them. If you have any questions feel free to email them over via the email mentioned in the show or by our contact form.

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Chris Spurvey, entrepreneur, author, speaker, and founder of Chris Spurvey Sales Growth Consulting. Chris has been leading sales, in one for or another, his entire career: from a burgeoning design startup in college, to a sizable IT consulting firm, and, finally, at KPMG.  Throughout the pod, Collin and Chris discuss how to build and evolve critical sales skills for those who never thought they’d be salespeople. Highlights include: Chris’ journey (5:55), the importance of a positive mindset in sales (13:55), re-framing sales (18:38), The Ladder (26:33), how to ask for referrals (34:23), and cold call Collin (47:38).

Sales. It’s a tough task for many introverted bookkeeping business owners, but when mastered, it can unlock an income stream that you wouldn’t have had before. Today’s guest is an expert in having sales conversations that convert. Chris Spurvey is also an entrepreneur, keynote speaker, podcast host and the author of the book, It's Time to Sell: Cultivating the Sales Mind-Set. During this interview, you'll discover... The different conversation tactics you can use with your prospects The importance of asking the first question and how to reply with a question that could generate a high energy response How you can master the Diagnostic Conversation To find out more about Chris, visit https://www.thesuccessfulbookkeeper.com.

Today on the #PirateBroadcast Russ Johns talks with Chris Spurvey. Chris’ mission and journeys are about helping entrepreneurs become better sales people. He gives an example of reading his journal and tracing his fingers along the images of things that are part of his goals and says that it helps become your goal, it helps you produce ideas, thoughts, feelings and helps you move forward in the future in the direction of your goals.

In this episode of the Startup Selling Podcast, I interviewed author and CEO, Chris Spurvey.   After consciously choosing entrepreneurship as a means to create a better life for his family, Chris realized that negative beliefs about sales were holding him back from taking his ventures to the next level. He saw this as a major hurdle to not only his businesses but the businesses of virtually every other entrepreneur.    Chris spearheaded the growth of Plato Consulting to the point it was acquired by one of the largest management consulting firms in the world (KPMG). In the process, he sold over $300 million in consulting services.   Following the acquisition, Chris turned his focus to helping other “non-sales sellers” find a way to grow their revenue in a consistent, stress-free manner.   Chris’s newest venture is Dockridge Digital, a technology consulting and product development company focusing on helping businesses leverage digital to serve their customers. Some of the topics that Chris and I discussed in this episode are: Chris’s background and his transition from the mindset “sales is something you do to people/being pushy” to “sales is a place for problem-solving” The general approach to sales – sales is not about doing something to someone, sales is about curiosity Diagnostic conversation – How to be related and being more relevant How do we sell in our current environment How to problem-solve for our customers Links & Resources   LinkedIn:www.linkedin.com/in/chrisspurvey   Website:www.chrisspurvey.com   It's time to sell on Amazon: https://amzn.to/2R6vxSs Listen & subscribe to The Startup Selling Show here: Stitcher | Spotify | iTunes | Soundcloud | SalesQualia.com   Thanks so much for listening! Tell a friend or ten about The Startup Selling Show, and please leave a review wherever you’re listening to the show.

In today’s show, we interview Chris Spurvey, Founder, Chris Spurvey Sales Growth Consulting Inc., and Plato Consulting Inc. This show starts with Chris sharing an interesting anecdote from his childhood. Back in 1983, Chris recalls how an Electrolux salesman managed to sell a $3,000 vacuum cleaner to his parents using manipulative sales techniques. Chris shares how we have gravitated towards a more positive and long-term sales philosophy. Have you noticed that sales are the first crucial aspect of business that we ignore once we get busy? So, what are some simple hacks for sticking to a consistent and effective sales strategy? Topics discussed in this segment of the show include the importance of celebrating small wins, avoiding analysis paralysis, and time blocking. The next segment of the show is about Chris’s business, Plato Consulting Inc. which was eventually acquired by KPMG. How did Chris manage to grow his consulting business to a 75-person operation? What are some of the main challenges that solo consultants face as they attempt to scale up their business? We discuss how he aimed for geographical diversification for sustained growth. Additionally, Chris shares how he managed to develop and sell a data masking tool at Plato. Today, Chris helps growth mindset entrepreneurs achieve their moon-shot goals. The last segment of the show is full of nuggets for aspiring and young entrepreneurs. What did Chris have to change about himself as he went from being a college student to an entrepreneur? How can you create a life that aligns with your vision? Topics discussed include cultivating a healthy attitude towards money, the importance of good health and consistency. We wrap up this show by sharing some crucial attributes that define a leader of tomorrow. We hope you enjoy this show!   Resources: Chris Spurvey’s Website A Time To Sell Vivid Vision Student Works  Chris Thomson LinkedIn Chris’s Email

This is episode 84 of the Pam Sowder Podcast, with your host, Pam Sowder! Pam has over 2 decades of field and corporate experience and was voted one of the most influential women in direct selling. She helps match the daily needs of distributors to everyday life challenges.   This week on the podcast, Pam Sowder is welcoming Chris Spurvey on to the podcast! Chris is the creator of the Entrepreneur Personalized Sales Plan that is used by thousands of business owners and sales professionals around the world. He’s also the author of the best-selling business book, It’s Time to Sell: Cultivating the Sales Mind-Set.   Chris grew up on a picturesque island in Newfoundland on the East Coast of Canada. After consciously choosing entrepreneurship as a means to create a better life for his family, Chris realized that negative beliefs about sales were holding him back from taking his ventures to the next level! He saw this as a major hurdle to not only his own businesses but to the businesses of virtually every other entrepreneur. So Chris went right to work and found a new way to sell that felt just right!   What you’re going to love about Chris is that he first got started in sales through network marketing! So he has a lot of knowledge about all things selling and building your business from the ground-up! In this episode, you’re going to learn more about the ways you can take your business to the next level, how to cultivate a sales mindset, how to attract quality customers and representatives to your business, and how to overcome the self-doubt and limiting beliefs that are holding you back from attracting your goals!   Key Takeaways [:32] About today’s episode and special guest, Chris Spurvey! [1:33] Pam welcomes Chris on to the podcast! [1:52] Chris speaks about his first experience with sales in network marketing. [3:22] Chris speaks about the energy of selling we should all be embodying. [5:50] What does Chris say to those that think they have already reached out to everyone they know? What does it really mean when someone says that? [8:00] How do we cast a vision and then actually achieve it? [11:40] Chris highlights an important aspect of network marketing you should always keep in mind. [13:19] How to stay motivated and attract quality people to your business. [14:53] Chris shares his advice for overcoming fear, dealing with self-doubt, and attracting your goal. [21:23] Chris speaks about the importance of momentum and explains how confidence is earned. [23:09] How falling in love with the process shifts everything in your business. [26:55] How important is ‘letting it go’? [29:53] Action steps to bring in the customers and representatives you want to attract. [33:55] Chris gives his final words of advice to listeners! [35:15] Pam thanks Chris for joining the podcast!   Mentioned in this Episode It Works Chris Spurvey The Secret (Documentary Film, 2006) Zig Ziglar Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones, by James Clear   Continue on your Adventure Find more episodes on PamSowder.com/Listen Reach out to her at PamSowder.com/Connect   Reach out on Social Media! Follow Pam @ItWorksPam on Twitter — Tweet her and use #askpam #pamsowder!

Chris Spurvey is a sales mentor from Canada, an author, a public speaker, and a prolific podcaster. His mission is to inspire and support people to make quantum leaps in their lives, by overcoming the major hurdles that drive them away from success.     Listen to this episode to learn:   The two most important ingredients that drive you towards or away from success. Why negative beliefs about sales are holding many people back, and how to overcome them. Affirmations: do the work or are they "woo-woo"? And how to practice them?     Links: Website: https://www.chrisspurvey.com/ LinkedIn: https://www.linkedin.com/in/chrisspurvey/       "Begin very early to manage your money - money is a phenomenal asset that can create a lot of freedom in your life, and freedom allows you to pursue your passion." -Chris Spurvey

Business does not have to happen incrementally.   Today’s guest can help you make quantum leaps through authentic selling.   Chris Spurvey is an entrepreneur, keynote speaker, podcast host and author of the book, It’s Time to Sell: Cultivating the Sales Mind-Set.   He believes that feeling good about sales is the foundation for success in business. He helps business owners and new sales professionals turn into confident and effective sellers. During this conversation, you’ll discover… How to automate lead generation and sell through relationships Easy to apply strategies to close deals and feel good in the process How to grow revenues and be consistent in deliberating efforts in the areas of sales and revenue growth To find out more about Chris, visit https://www.thethoughtleaderrevolution.com/.

Chris Spurvey grew up and still lives on the picturesque island of Newfoundland on the east coast of Canada. After consciously choosing entrepreneurship as a means to create a better life for his family, Chris realized that negative beliefs about sales were holding him back from taking his ventures to the next level. He saw this as a major hurdle to not only his businesses but the businesses of virtually every other entrepreneur. Chris went to work on himself and found a way to sell that felt right. Chris spearheaded the growth of Plato Consulting to the point it was acquired by one of the largest management consulting firms in the world (KPMG). In the process, he sold over $300 million in consulting services. Following the acquisition, Chris turned his focus to helping other “non-sales sellers” find a way to grow their revenue in a consistent, stress-free manner. He published It's Time to Sell: Cultivating the Sales Mindset, founded Make Sales a Habit University and today is a growth advisor to business owners and their management teams throughout the world. Chris's newest venture is Dockridge Digital, a technology consulting and product development company focussing on helping businesses leverage digital to serve their customers. Show Highlights: As a seller, you need to be there when the time is right and be top of mind. For every door that closes, it first has to be opened. —Chris SpurveyThe reward comes from piling on the service. —Chris SpurveyThe reward comes from the mindset that you've actually solved someone's problem. —Chris SpurveyIf we could stop thinking negatively, we can do a lot more for ourselves. —Chris SpurveyIt's our job to bring our best selves to the world. —Chris SpurveyI'm always looking for ways to grow. I never stop. I want to improve myself and the people around me. —Chris SpurveyIf you have a goal, find someone who has achieved the goal and reverse engineer it. —Chris Spurvey Chris' final thoughts: We can only start working today on our future. We need to convince ourselves that tomorrow will be a better day and start pursuing with high-velocity action. I believe strongly in the cultivation of a network of people. The Action Catalyst is a weekly podcast hosted by Dan Moore, President of Southwestern Advantage, the oldest direct-sales company in America, and Partner with Southwestern Consulting. With more than 45 years in sales leadership and marketing management, Dan has a wealth of knowledge to share on how to make better use of time to achieve life, sales, and other business goals. Each week, he interviews some of the nation's top thought leaders and experts, sharing meaningful tips and advice. Subscribe on iTunes and please leave a rating and review!

Twila and I met because our husbands were looking for other musicians to jam with. One of them answered the other one’s Craig’s List ad, they played together a couple of times, and then I invited them over for dinner and music. We never considered not making music together after that night. Our voices together created something entirely different than our voices separately. The complexity of our vocal tone and harmonies continue to make the hairs rise on our necks, and on the necks of our audiences. I call her my Soul Sister. For this 100th episode, I couldn’t think of a more appropriate theme than Community. It’s my community that make me who I am today. It’s my community - that I built with intention - that bring me satisfaction, challenge, and joy. It’s my community that helped me be the person I aspire to be, and to raise our children to be independent, kind, compassionate adults. Today’s 100th episode of Your Stories Don’t Define You, How You Tell Them Will is sponsored by Uchi. Scroll down to learn more about this new communication improvement app! I started to build my LinkedIn community about 10 years ago, slowly at first, finding my footing as a blog writer and contributor to the platform via comments and sharing valuable, relevant content. The first people I connected with deeply were Heather Younger, Neil Hughes, John White, Dustin McKissen, Chris Spurvey, and Karthik Rajan. These were the people putting out great content that I was learning from, engaging with, and sharing, which was the reason for the substantial growth of my LinkedIn network: People started to follow me because they trusted me to share relevant content. Those people are the reason for the existence of the No Longer Virtual events. I realized that bringing them together, face-to-face, would offer even more opportunities to deepen my learning from them, and our relationships. We’re heading into our fourth year, No Longer Virtual will descend on Chicago on March 12 & 13, 2020. That first event in Atlanta in 2017 brought me face-to-face with many of my favorite LinkedIn voices, including Melissa Hughes and Zach Messler, who both continue to be huge inspirations and support for me. Our relationships began virtually, and now I cannot imagine my life without them - or the others I mentioned - in it. They are my community. For this episode, I wanted to explore what community means to people, and to share what my community means to me. So I hit the record button in the kitchen at Twila’s house, while sitting with her, her daughter, Joy, and our younger son, Max, and drinking coffee and eating delicious, fresh-from-the-oven banana bread. Two of us moved around a lot as kids (Joy and me), and two stayed in the same house and small communities all through their childhood (Max and Twila). That dynamic made for really interesting insights and discussion about what community means, it’s impact on us, and why it’s so important to be intentional about building a diverse community of supporters, challengers, and truth-tellers. Joy’s perspective is significantly different from the others in the room. As an only child and a more solitary soul, community is critical for her emotional health in a completely different way from those of us who are generally more social creatures. She explained that as a Challenger (Enneagram reference), she isn’t a naturally trusting person, so her comfort zone is being solitary. But with that solitary life, she risks spending far too much time in her own head, which can cause what she called “disintegration”. Max’s perspective leaned toward mine, that a healthy, supportive community becomes the foundation for curiosity and exploration of other communities and environments. He said that his foundational community, the peer group he has stayed close with since preschool and kindergarten, continues to help him feel secure in his exploration outside of that comfort zone. I hope you enjoy listening to this 100th episode as much as I enjoyed recording it. Special thanks to Neil Hughes for his critical role in bringing these 100 episodes to life. It simply wouldn't be possible without him. Uchi is proud to sponsor this milestone 100th episode about Community because uchi, in Japanese, means “in-group” or “inner circle”. The folks at Uchi believe people are yearning to feel closer to others. Not to everyone, but to the people who matter most to them. Uchi is a free app, available for download on the App Store and Google Play, that helps make conversations easier. It’s like those cards games where you sit around a table and share answers to questions, but this is online so you can do it anywhere, at any time and with anyone around the world. Community is about people and their relationships to each other. Uchi’s mission is to help people connect authentically with those who matter most to them in order to have more meaningful relationships. As a sponsor of the 100th episode of the Your Stories Don’t Define You, How You Tell Them Will podcast, Uchi is contributing to Elkins Consulting’s, No Longer Virtual 2020 conference scholarship fund.

Chris Spurvey, Business Growth Facilitator and CEO at Chris Spurvey Sales Consulting Inc., joins me on this episode. KEY TAKEAWAYS Chris shares his negative first exposure to sales. He doesn’t respect “pushy” salespeople. At university, Chris and partners started a business. When they sold it, he moved on to become a marketer, not a salesperson. After 10 years, he read a Robert Kiyosaki book and identified himself as an entrepreneur. That led him into sales. Chris’s first sales position was Manager of Business Development for an IT professional services company. Chris remembered the salesman that had sold his family a $3,000 vacuum cleaner; he thought that was how he was supposed to sell. He studied Zig Ziglar and Brian Tracy; internalizing their methods didn’t work for Chris. After months of miserable, determined, and unsuccessful efforts, Chris realized he needed a way of selling that was in line with his personality. The more he experimented, the more he found things that worked for him. Chris helps individuals who are not primarily salespeople build relationships and sell in a way that feels good to them, leveraging their strengths to become effective in getting results in sales. Chris’s clients take CliftonStrengths (StrengthsFinder) to learn their strengths. Chris shows people how they can leverage their strengths to sit confidently with a buyer and have a positive selling conversation. Andy quotes Ralph Waldo Emerson on life being an experiment; the more experimentation, the better. Chris quotes Price Pritchett on experimenting on one thing each day to test your limits. Experiments are deliberate. Take a weekly objective look at your accomplishments and decide what to change. John Maxwell advises you to focus on growth and you will meet your goals as you grow. Andy emphasizes reading every day. Companies need to help employees who desire to learn, grow, and flourish. A “sales kickoff” is not training or development. Bob Proctor said if you're not growing, you’re dying. There’s no standing still. Andy advises salespeople to follow the sales process as far as it works for you and to ask your manager for leeway in doing things that work better for you, as long as you hit your numbers. Chris shares a conversation he had with Wes Schaeffer about “sales initiatives.” Andy calls them trust breakers. Buyers can see through your end-of-month motivation, and that’s not the transparency you want with buyers. Find a sales environment that supports your developing in sales, even if it requires investing your money into it. Be about growth, not goals. Chris shares an observation about self-motivation. You need a compelling vision. Powered by ringDNA: the revenue acceleration platform that helps businesses scale growth through AI. Visit ringdna.com/andy for exclusive Sales Enablement content. _ Formerly the Accelerate! Your Sales podcast with Andy Paul

In episode 405 of the Get Published Podcast, Host and 15-Time Bestselling Author Paul G. Brodie interviews Chris Spurvey about his author journey and how to write articles on the LinkedIn publishing platform. Find out more about how we can help you Share Your Story at www.GetPublishedPodcast.com

Chris Spurvey is an entrepreneur, keynote speaker, podcast host and author of the best-selling business book It's Time to Sell: Cultivating the Sales Mind-Set.    After consciously choosing entrepreneurship as a means to create a better life for his family, Chris realized that negative beliefs about sales were holding him back from taking his ventures to the next level. He saw this as a major hurdle to not only his businesses but the businesses of virtually every other entrepreneur.   Chris went to work on himself and found a way to sell that felt right. He spearheaded the growth of Plato Consulting to the point it was acquired by one of the largest management consulting firms in the world (KPMG). In the process, he sold over $300 million in consulting services. Following the acquisition, Chris turned his focus to helping other “non-sales sellers” find a way to grow their revenue in a consistent, stress-free manner.   Links: ChrisSpurvey.com

Chris grew up and still lives on the picturesque island of Newfoundland on the east coast of Canada. After consciously choosing entrepreneurship as a means to create a better life for his family, Chris realized that negative beliefs about sales were holding him back from taking his ventures to the next level. He saw this as a major hurdle to not only his businesses but the businesses of virtually every other entrepreneur. Chris went to work on himself and found a way to sell that felt right. Here are 4 simple ways to improve sales Learn how to deal with rejection. Develop a vision for your future. Learn to be non-salesy. Tools to break out of a sales slump. www.chrisspurvey.com    chris@chrisspurvey.com   Subscribe in Apple Podcasts / iTunes   Please check out our sponsors www.vulcan7.com/pathtomastery/   Training Products www.thereluctantsalesperson.net   YouTube https://www.youtube.com/user/hillteam17   Facebook – Please follow www.facebook.com/pathtomastery   LinkedIN https://www.linkedin.com/in/davidihill   http://davidihill.com

Chris Spurvey is an entrepreneur, consultant and keynote speaker. He hosts the “It’s Time To Sell” podcast, which profiles entrepreneurs who have learned to sell their offering in a way that feels good for them and delivers results. He is also the author of the bestselling business book “It’s Time to Sell: Cultivating the Sales Mind-Set”. In this episode, Chris explains how salespeople can work on themselves and strive towards change to get back to success.    Here are some of the topics covered in this episode: Taking action to prevent falling into a sales slump How to achieve your goals by focusing on a vision Getting back into a good mindset when in a sales slump How sales managers can put a low-performing team back on track   You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!   About the Guest:    As a consultant, speaker & coach, Chris Spurvey is focused on helping sales leaders and executive teams establish, refine and execute sales strategies and processes that get results. He is not only the author of  the bestselling book “It’s Time to Sell: Cultivating the Sales Mind-Set”, but has also published his work on major platforms such as Forbes, LinkedIn and Inc.  With his clients, he shares step-by-step strategies to close deals.    Website: chrisspurvey.com - Reach out to have a conversation around growing a sales culture!   LinkedIn: https://www.linkedin.com/in/chrisspurvey/ Podbean: Listen to more episodes of the Outside Sales Talk here and watch the video here!

"Selling" is something that most of us have mixed feelings about when getting started.We want to sell successfully, but we don't want to come across as pushy, sleazy, or salesy.This alone has stopped countless entrepreneurs and potential sales superstars from getting started.That's why today's episode of the Dream Cast is ALL about the secret to selling. The secret being: how to sell in a natural and positive way that is also extremely effective.My guest is Chris Spurvey, a sales expert who has sold over $300 million in consulting services. He's worked with thousands of entrepreneurs and professionals to close more business and create win-win relationships with clients.You don't want to miss what he has to say. It's time to rewire your brain to see "selling" as something positive and even FUN! (Seriously.)Hit play on today's episode to get the secret to selling and don't forget to hit subscribe! Learn more about Chris and check out his It's Time to Sell Podcast - http://www.chrisspurvey.com/Support the show (http://paypal.me/bwalsh)

One of the most prominent struggles consultants and independent entrepreneurs face is to sell themselves. Typically, the amount of experience is not enough if you don’t get the value of business development. Chris Spurvey possesses the perfect amount of knowledge and understanding from the big consulting firms, such as Plato and KPMG. Founder of Chris Spurvey Sales Growth Consulting Inc., he breaks down the differences of consulting firms now and then, from the traditional way of making sales to adding value and creating relationships. As Chris highlights the importance of consistency in doing business, he reveals the secret formula to reframing sales for business growth, setting up meetings, and overcoming ineffective business strategies. Love the show? Subscribe, rate, review, and share! Here’s How » Join the Consulting Success Community today: consultingsuccess.com

One of the most prominent struggles consultants and independent entrepreneurs face is to sell themselves. Typically, the amount of experience is not enough if you don’t get the value of business development. Chris Spurvey possesses the perfect amount of knowledge and understanding from the big consulting firms, such as Plato and KPMG. Founder of Chris Spurvey Sales Growth Consulting Inc., he breaks down the differences of consulting firms now and then, from the traditional way of making sales to adding value and creating relationships. As Chris highlights the importance of consistency in doing business, he reveals the secret formula to reframing sales for business growth, setting up meetings, and overcoming ineffective business strategies. Love the show? Subscribe, rate, review, and share! Here’s How » Join the Consulting Success Community today: consultingsuccess.com

One of the most prominent struggles consultants and independent entrepreneurs face is to sell themselves. Typically, the amount of experience is not enough if you don’t get the value of business development. Chris Spurvey possesses the perfect amount of knowledge and understanding from the big consulting firms, such as Plato and KPMG. Founder of Chris Spurvey Sales Growth Consulting Inc., he breaks down the differences of consulting firms now and then, from the traditional way of making sales to adding value and creating relationships. As Chris highlights the importance of consistency in doing business, he reveals the secret formula to reframing sales for business growth, setting up meetings, and overcoming ineffective business strategies.Love the show? Subscribe, rate, review, and share!Here’s How »Join the Consulting Success Community today:consultingsuccess.com

Chris Spurvey is a former VP Sales at KPMG and now runs his own business helping business owners and entrepreneurs have better conversations with clients and customers.  What he has to say in this interview about goal setting and using positive visualisation to achieve what you desire is both helpful and inspiring. I've already started using these techniques and am noticing the difference already! This episode is brought to you by my book "So You Want to Start a Business; the 7 steps to create, start and grow your own business" This is the only advertising on this podcast! My guess is that you are here for one of 2 reasons: Maybe you are curious about what it might be like to start a business? Perhaps you’ve been wondering if you have what it takes? If your idea will work or even how much it actually costs to build a successful business? Maybe you've been in business for a few months or a year or 2 and things aren't going quite the way you thought they might? I’ve written this book to answer pretty much all of your questions “So You Want to Start a Business” and you can download the first 20 pages at www.thestartupsteps.com My 15 years of experience working with start up and small businesses are condensed into this book. This is your step by step guide to launch your business smarter and faster and I’m so excited to be sharing it with you and can’t wait to hear about your progress. Are you ready to buy the book? Head over to Amazon Happy reading!

Chris Spurvey is the Online Sales pro joining us on the show today.He is an entrepreneur, keynote speaker, podcast host and author of the best-selling business book It's Time to Sell: Cultivating the Sales Mind-Set too.He is a man who knows that the most important part of building a business is making sales.Not the kind of sales that are sleazy, hard-work, and devoid of morals but the kind of sales that make a business thrive.As he says "I believe that feeling good about sales is the foundation for success in business. I turn business owners and new sales professionals into confident and effective sellers.Also I help sales-minded entrepreneurs and leaders who are not scaling fast enough for their liking.I help them automate their lead generation and sell through relationships.Not being pushy, and leverage their book of business so they make more money.Which means more meaning, and more freedom.So why do so many people spend their time working on everything other than trying to close a sale?Why do people focus in on providing free content and communities and then get trapped delivering a never ending supply of free.Well lets find out as we bring onto the show, to start joining up dots with the one and only Mr. Chris SpurveyShow HighlightsDuring the show we discussed such weight subjects with Chris Spurvey such as:Why Chris doesn't like to be called an expert in sales and the reason why he pushes away from it.We discuss the theory of anti marketing, which could be the way forward to greater and greater profit.Chris and David talk about the dream of building a business. And the frustration that it will never be truly achieved.And lastly.........How during a drive home from a conference he was so excited to see that he had raised his frequency and the world was responding with smiles.

Chris Spurvey is a bestselling author and the founder of Chris Spurvey Sales Growth Consulting Inc. where he helps business leaders become confident and effective sellers. You can learn more about Chris here: www.chrisspurvey.com This episode is brought to you by Authors Unite. Authors Unite provides you with all the resources you need to become a successful author. You can learn more about Authors Unite here: http://authorsunite.com/. Thank you for listening to The Business Blast Podcast! Tyler --- Support this podcast: https://anchor.fm/authorsunite/support

Feeling good about sales is the foundation for success in business. Entrepreneur, keynote speaker, podcast host and author of the bestselling business book, It's Time to Sell: Cultivating the Sales Mind-Set, Chris Spurvey helps turn business owners and new sales professionals into confident and effective sellers. Chris has sold over $300 million in consulting services and has worked with thousands of entrepreneurs and professionals in their efforts to close more business and create win-win relationships with their clients. He joins us to share how to have that sales mindset that can sell in a truly authentic way and not be the stereotypical salesperson. He also shares some tips on becoming really good at opening doors by tapping into some unique part of our own personalities and identities and leveraging those. Get the newest Conscious PIVOT Podcast episodes delivered directly to you - subscribe here. And, if you're enjoying the podcast, please give us a 5-star rating on iTunes! For instructions click here DOING THIS for 10 Seconds Can Change Your Life! Click here to watch Adam's Inspiring TEDx Talk! ---

Chris Spurvey, author of It's Time To Sell, joins the Selling From the Heart Podcast to take a deep dive into ways to attract ideal prospects by putting yourself out there. While sales reps always need to prospect, the best sales prospects are the ones that come to you. In this episode, we explore smart ways to attract ideal prospects.

Chris Spurvey, author of It's Time To Sell, joins the Selling From the Heart Podcast to take a deep dive into ways to attract ideal prospects by putting yourself out there. While sales reps always need to prospect, the best sales prospects are the ones that come to you. In this episode, we explore smart ways to attract ideal prospects.

Chris Spurvey, author of It's Time To Sell, joins the Selling From the Heart Podcast to take a deep dive into ways to attract ideal prospects by putting yourself out there. While sales reps always need to prospect, the best sales prospects are the ones that come to you. In this episode, we explore smart ways to attract ideal prospects.

Today is going to be a solo episode. Now, I have been working with a client and we’ve been trying to get in the door of some new clients. I spent the last couple of weeks doing a little bit of research and practical application. We are wanting to get in the door of new prospects and I thought of recording a short episode to share with you these ideas, ideas we have been deploying based on our research and practical application.

Our episode for today is going to be short and sweet. A lot of things have been going on in the past few weeks and I thought I’d share it with all of you. Rewinding the tape: what I did before. Going broad in your business. Last November, I made the big leap of faith and left my safe secure job working with one of the larger companies in the world – a multinational advisory firm. Prior to that I had launched my book, launched my podcast, grew a little bit of a following by delivering value and just putting myself out there in a very genuine and authentic way. I shared stories, tips and tactics that are pretty well-focused on sales, and growing business through human-to-human sales techniques. At a certain point last year, I felt an ache in my stomach and I really wanted to jump out and do something on a full-time basis. So I took the leap of faith and in late November I finished my last day in KPMG and went out on my own. Where I Am Today: Consulting and Speaking Engagements I have a good group of customers and clients that I work with on a monthly basis, growing revenues for their businesses. Those clients range in size, you know, from $2-million dollars in annual revenue and up to much a larger $50-million dollars in annual revenue. For some, I just run a weekly sales meeting where I meet with all the people who are doing sales within the company. I run an accountability meeting where we grow the pipeline and we work things through the pipeline on a weekly basis. I’m actually attending meetings in some cases with certain clients, where I’m observing, chiming in, coaching after the meetings with prospective clients, and it’s a lot of fun. I’m getting some great results for my clients and obviously getting some great results for me and my business – Chris Spurvey Consulting Incorporated. So that’s that, that’s what I’ve been up to in terms of my consulting business. When it comes to speaking, it’s been very organic. I get people and organizations reaching out to me on occasion, and a couple of times a month I give talks here in my home province in Newfoundland, along with a few people throughout the rest of Canada. Dockridge Digital and the Bottom Line Top Line Podcast I have two other initiatives I want to share with you. I’ve co-founded another company called Dockridge Digital with my two pals – David Chesney and Dan Shay. These two, fine gentlemen approached me about a month ago, and I’ve now become a part-owner of the company. I’ve also began collaborating with two very special friends of mine – Carol Bartlett and Jol Hunter. To make the long story short, the three of us decided to collaborate on a new podcast, the Bottom Line Top Line podcast. We plan to launch a weekly show. The first 5 episodes are centered around Jol and his work. Jol is a very special human being. He formulated some key learnings from having visited the owners of 500 businesses, and in the first 5 episodes we deep dive into his five learnings in terms of how businesses can scale and grow and reach their full potential. I certainly welcome you to listen to that podcast, and subscribe to receive updates at bottomlinetopline.com. I think you’ll hear some very unique perspectives and hopefully some great things for you to take away and grow your business.   Mentions Dockridge Digital Bottom Line Top Line Podcast

Hi, this is Ian Daley. Welcome to the pilot episode of The New Leader podcast. This is the podcast where you'll find practical, actionable advice for new leaders, or those who aspire to move into leadership roles. You'll learn directly from those who walk the walk as they share their leadership stories, struggles and successes. Today our guest is Chris Spurvey, founder of Chris Spurvey Sales Growth Consulting Inc and co-founder at Dockridge Digital. Chris spearheaded the growth of Plato Consulting to the point it was acquired by one of the largest management consulting firms in the world (KPMG). In the process, he sold over $300 million in consulting services. Following the acquisition, Chris turned his focus to helping other “non-sales sellers” find a way to grow their revenue in a consistent, stress-free manner. He published It's Time to Sell: Cultivating the Sales Mindset, founded Make Sales a Habit University and today is a growth advisor to business owners and their management teams throughout the world. We talk about his background, his experience as a manager, becoming VP at KPMG, his biggest win as a leader, following your intuition, and many more. We even touched on the practical applications of psychology! I hope you enjoy this one. Advice for new leaders What was the first 6-12 months like for you as a new manager? When I think back to them looking at me, and me looking at them as their leader, I never stopped to pause and “think” through their eyes, and that is the most important aspect in my opinion in terms of how to actually motivate and inspire and get people to act in a way that is going to progress them and also benefit the organization. We, as leaders, need to be looking through the eyes of the individuals we are leading and think about what is exactly going to motivate them. Think about not only the business side of it, but also think about their personal lives. They're coming at their jobs through their own bodies and as a new leader, we – I know I did – never really realized that. We look through our own eyes. We look at the individual, and we think about what's going to benefit us as individuals – that's the initial reaction. At the base of it is an individual who has a heart and a mind, and ambitions and motivations that are exactly the equivalent of yours – they're just a couple of years behind you or me as a new leader at that point in time. So I would suggest making sure always pausing, to think through the eyes of the individual you're leading. Biggest WIN as a leader What would you describe as your biggest win from the people aspect of helping a consultant land a big client? This guy Ed in our local office, who at that time was a senior consultant, came to me and said, “Chris, I am really struggling with this idea of going out and selling and finding new clients.” The more I dug into that, the more I realized that he had a really negative view as to what sales is. He saw sales as being something pushy, which many people do. It's the stereotypical used-car salesman type of mindset. What I did with him is I helped him identify some unique gifts and strengths that he had, and I reframed sales around that couple of unique strengths. After talking to him for a half hour I learned that he is a very curious individual. He actually has a website that he manages and monitors in his spare time. This was a user forum for Mustangs. As I spoke to him and saw that curiosity and problem solving ability I said to him, “When you think about it, when you go in to meet a prospective new client, if you go at it from the perspective of being curious about who they are as individuals, and then try to diagnose and solve their problem, sales will just happen naturally from that interaction.” I remember it specifically, because about a month later he landed a $250,000-dollar contract and now he is, I believe, a manager. I inspired him and got him to see sales through a different lens and I was able to have him see it, but also wrap it in the context of his daily job. And so even without a new model, image and new tactics and techniques that pertains to sales and now he's excelling in the organization. So that's one of the wins of working with those consultants, reframing and working around this topic of sales. Follow your intuition If you follow your heart, your heart will very rarely lead you astray. Not to get too woo-woo for that matter, but we have higher faculties, and those higher faculties are perception, intuition, our will, our reasoning factors and so on. We have a tendency to live through our senses – sight, smell, taste, touch, etc – but we have these higher faculties like memory that we should be trying to develop. The one key factor that I believe a leader needs to hone in on is their intuition and that's really being able to tap into what your heart is telling you, and follow that intuition because I believe it will rarely lead you astray.   Links and Resources Connect with Chris: LinkedIn | Facebook | Instagram Visit his website: http://www.chrisspurvey.com/ It's Time to Sell: Cultivating the Sales Mindset by Chris Spurvey The Courage to be Disliked by Ichiro Kishimi and Fumitake Koga  

White Collar Warrior with Bill Hart #226 In this episode I interview  Bill Hart, author of the book White Collar Warrior: Lessons for Sales Professionals from America’s Military Elite.   Bill is a real estate expert and business coach who interviewed some of the best and brightest Army Rangers and Navy SEALS.  My son Captain John Helmers is attempting Ranger School for a second time in August 2018.  It’s a great time to look into these elite military schools and see what business professionals can learn from them. It’s About the Mentality Ranger school requires amazing physical ability. But it’s not about athletism. It’s about the mentality. You can’t wing Ranger  and Navy Seal schools. Yet so often sellers wing each sales call. Here are the seven characteristics Bill found common among the military elite: Training – they keep working on their craft and improving their skills. Discipline – they commit to their goals and responsibilities. They create habits that ensure daily success. Fear – in sales it’s call reluctance. Fear tells you this is important. Let the results overcome your fear. Planning – they plan for success and failure. For sellers, business planning is a must, getting organized in a methodical manner Failure – learn from your failures, “Failure, the greatest teacher is” – Yoda Motivation – know why you’re doing what you’re doing. WHY ARE YOU DOING THIS? Team – can’t be a lone wolf. You have others who can help you leverage success. Remember this Discipline equals freedom! How To Find Bill Hart This is Bill’s website https://www.coachbillhart.com/ For a leaders guide, reader guide, and book summary go to www.whitecollarwarriorbook.com His book White Collar Warrior: Lessons for Sales Professionals from America’s Military Elite. Selling Mindset We have many past episodes on the selling mindset. Enjoy! Debunking Sales Myths with Mike Schultz #216 How To Sell With The Socratic Method with Roger Breisch #214 How To Sell With the CRINGE Method from Doug Vigliotti #213 The Key to Authentic Selling with Jeff Davis #207 The Purpose of Sales with May McCarthy #203 Time To Sell Mindset with Chris Spurvey #202 Three Step Process to Narrow Your Sales Focus #201 Why Commissioned-Based Sales Plans Fail to Work with Justin Clark How To Learn The Secret Lingo of Your Customer with Jeffrey Shaw #192 Phiology: Secret Code of Leadership David Eisley #189 The post White Collar Warrior with Bill Hart #226 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

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How To Sell With The Socratic Method with Roger Breisch #214 Roger Breisch is a  life-long learner who loves ideas and experiences that shake the intellectual and emotional ground on which he stands.  Roger is the host of the Socrates Cafe and guest speaker on the topic of questioning. Rogers’s powerful life experiences working a suicide hotline frame clearly what matters in life. In this episode we discuss how to sell with the Socratic Method and the power questions. Mindset of Questioning Questions open up possibilities. Statements close them down. We started the episode with talking about questions and how they fit in the world of business: Socratic Method – form of cooperative dialogue based on asking and answering questions to stimulate critical thinking and to draw out ideas Listen listen listen. This is how we learn to sell with the Socratic method. “It ain’t what you don’t know that gets you into trouble. It’s what you know for sure that just ain’t so.” – Mark Twain Sadly too often sellers listen until they hear the first gap and then start talking Fluency is key to communication You must be fluent in your product and services BUT … you  must also be fluent in THEIR business and life Mission Question Don’t have a mission statement have a mission question Brainstorming provides value to create new ideas. Yet statements can be intimidating. Instead consider Question Storming. Questions open up entirely new opportunities It takes 25-50 questions before you reach the real interesting issues. Be curious.  Be genuine. Be loved and people will buy, over and over. We all want to know is if our lives made a difference. Find out what makes you unique and different from the rest. Once you discover that, be it. You have much in you to be unlocked. People are amazing and so are you. How To Find Roger Breisch You can find Rogers blog at rebreisch.com . This is his book “Questions That Matter” – a book of essays Also mentioned “A More Beautiful Question” by Warren Burger Want to get a great cup of coffee? Consider the Limestone Coffee and Tea in Batavia IL Selling Mindset How To Sell With the CRINGE Method from Doug Vigliotti #213 The Key to Authentic Selling with Jeff Davis #207 The Purpose of Sales with May McCarthy #203 Time To Sell Mindset with Chris Spurvey #202 Three Step Process to Narrow Your Sales Focus #201 Why Commissioned-Based Sales Plans Fail to Work with Justin Clark How To Learn The Secret Lingo of Your Customer with Jeffrey Shaw #192 Phiology: Secret Code of Leadership David Eisley #189 Sales Success Triangle of Attitude Behavior Technique with Glenn Mattson #187 How to Pitch Shark Tank with Michelle Weinstein #184 The post How To Sell With The Socratic Method with Roger Breisch #214 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

How To Sell With the CRINGE Method #213 Douglas Vigliotti is a sales consultant, workshop-speaker, and bestselling author of The Salesperson Paradox: A Strikingly Simple Way to Provide Solutions Your Customers Can’t Say No To.  In this book Doug shares how to sell with the CRINGE method, a strategy and mindset of focusing on helping clients, not pushing product. Doug has twelve years of successful frontline sales experience, across three different industries, and two Fortune 500 companies—Automatic Data Processing and Johnson & Johnson. In January 2016, he opened the doors of groundupSALES, a strategic selling partner for non-sales professionals, entrepreneurs, and small business owners. He’s an avid reader and writes a monthly reading list at douglasvigliotti.com. Purpose of Business To Create and Keep Customers Doug believes that customers will view you completely different when you go from selling to helping. Why is this? Doug sights a number of aspects: Mindset shift – people will feel you are looking out after them. Common way to reset your view ask ” Why did you start this business? “ If you  focus on money  it will hurt your sales performance. Yes it’s a paradox, but it’s true Businesses pay commissions with the idea that the harder you work, the more you make. But great sellers work hard for reason above and beyond short term commissions. Peter Drucker said ” The purpose of business is to create and keep your customers” Furthermore Doug believes: True performer able to set aside the “me first” inclination. Consider that helping people is a moral obligation for you to SOLVE their problems. CRINGE Solution Doug then shared his CRINGE method. Consider a product service and solution that you have to cringe to say yes … a whole body solution. Customer First – did my customer feel like they won?  If they do,  they will come back for more business. Real Problem – are you solving a “real” problem? Don’t assume problems. Put yourself in their shoes. Immense Value- in is the solution. Price is what you pay, value is what you get. Ways to differentiate: time, status, ease,  money. Non-Negotiable – your mindset is complete belief in your solution. You know your customers are better off. Good Timing – create good timing, improve your luck, by understanding your customer and they are ready to buy. Easy – make it easy to say yes by reducing risk. Take Action Become more conceptual and strategic in your selling. It’s a quicker route to business success. Too many sellers are tactic driven when they should be more conceptual in their selling approach. One tactic to consider is Sales Prevention: don’t oversell products in your portfolio that may not help your customers. If they don’t love the product it will hurt your next sale. Focus on your long game. How Find Doug Vigliotti You can find Doug on the internet. Look here! DouglasVigliotti.com groundupSALES.com 203.429.4209 Do you like non-fiction books? Join Doug’s Reading List The Lost Chapter 13 This is the lost chapter to Doug’s book mentioned in the podcast. Just for Sales Babble listeners! SalesBabble.thesalespersonparadox.com      Selling Mindset Here are other past episodes that focus on the selling mindset beyond the CRINGE method. The Key to Authentic Selling with Jeff Davis #207 The Purpose of Sales with May McCarthy #203 Time To Sell Mindset with Chris Spurvey #202 Three Step Process to Narrow Your Sales Focus #201 Why Commissioned-Based Sales Plans Fail to Work with Justin Clark How To Learn The Secret Lingo of Your Customer with Jeffrey Shaw #192 Phiology: Secret Code of Leadership David Eisley #189 Sales Success Triangle of Attitude Behavior Technique with Glenn Mattson #187 How to Pitch Shark Tank with Michelle Weinstein #184 How to be a Sales Sherpa with the Hyperconnected David Fisher The post How To Sell With the CRINGE Method from Doug Vigliotti #213 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

The Key to Authentic Selling with Jeff Davis #207 In this episode we meet long time Sales Babble listener Jeff Davis and author of the new book The Power of Authentic Leadership.  Jeff and I discuss the importance of sellers embracing a leadership role, and apply their personal value system  to build trust in prospective clients. Jeff gives the key to authentic selling with a 3 step process for authentic leadership. Sales Credibility Every day sales professionals  put themselves and their products and services into the world. Success is dependent on effectively connecting with prospects. To do that you must have absolute buy-in to what you’re selling. People sabotage themselves by not fulling committing to the product/service.  Customers can read that and not trust. Three Step Authentic Selling Process The key to authentic selling is knowing yourself, your product and aligning the two when selling: Know your personal VALUES – it’s not what you know, it’s what you apply Make sure your VALUES are applied to what your SELLING (solving a need, providing a genuine solution). Make sure the two values align. This builds trust. Example: Let’s say you have a personal value of “integrity”. When you’re  qualifying clients and identifying needs, leverage that value. With integrity, you will naturally focus on benefits (that add value to the prospect) vs features that tend to cater to the sellers ego. Place the customer first and tip the odds to your favor. Common Values of Leaders Leaders commonly exhibit the following characteristics: Integrity No hidden agenda (higher than making money) Serving Others Having the best interest of others Have a personal vision for them in the world, apply their values within that vision Take Initiative ( fully take responsible) Serve and protect their employees ( fire bad clients who abuse their company/staff) The key to authentic selling is to take the leadership role and serve your customers. Take Action Plan Get out and meet prospects and clients face to face. Don’t over rely on marketing, email, social media and phone calls. How to Find Jeff Davis Website: http://jeffdspeaks.com/ Twitter: https://twitter.com/JeffDavis027 Facebook: https://www.facebook.com/authorjeffdavis/ LinkedIn: https://www.linkedin.com/in/speakerjeffdavis/ Instagram: https://www.instagram.com/jld016/ Jeff has kindly offered Sales Babble listeners a free PDF copy of my bestselling book, The Power of Authentic Leadership. Send an email to his  Executive Assistant Meg meg@jeffdspeaks.com Selling Mindset Here are past mindset episodes with terrific advice you can apply today! The Purpose of Sales with May McCarthy #203 Time To Sell Mindset with Chris Spurvey #202 Three Step Process to Narrow Your Sales Focus #201 Why Commissioned-Based Sales Plans Fail to Work with Justin Clark How To Learn The Secret Lingo of Your Customer with Jeffrey Shaw #192 Phiology: Secret Code of Leadership David Eisley #189 Sales Success Triangle of Attitude Behavior Technique with Glenn Mattson #187 How to Pitch Shark Tank with Michelle Weinstein #184 How to be a Sales Sherpa with the Hyperconnected David Fisher The Art of the Help with Larry Levine #182 The post The Key to Authentic Selling with Jeff Davis #207 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

The Purpose of Sales with May McCarthy The purpose of this episode is to talk about purpose! Our guest May McCarthy discusses the value of aligning our day-to-day decisions towards some greater purpose. May walks us through a discovery process used by sales people and business owners alike. The purpose of sales is unique for each of us. In this episode let’s reveal what you want, how to achieve it and lastly how does your company help or hinder your success. Lack of Purpose Companies know what they do, but not why. Even if they do, large organizations fail to share it up and down the organization. A purposeless organization will experience: lack of innovation disengaged employees listless shareholders fickle customers lower profits A clear shared purpose can address these concerns and provide you your unique purpose of sales. Personal Purpose, Company Purpose Ask three questions to reveal the purpose of sales in your life: What did you do when young that you truly loved? Ask people who you know and respect, “What do you think I’m really good at?” Ask yourself, “What do you think you’re really good at?” Companies can ask the same three questions. Now factor out the commonalities between the companies purpose and your personal purpose.  When there is alignment, true productivity abounds! How To Find May McCarthy You can find May at www.maymccarthy.com She has a new book! It’s being published this March 2018 titled The Path to Wealth: Seven Spiritual Steps for Financial Abundance https://bizzultz.com/book https://www.facebook.com/pages/May-Mccarthy/601413533280571 https://twitter.com/maymcc https://www.linkedin.com/company/2960330 http://www.youtube.com/channel/UCix8fz8aVtelYnp5AKFmLuw Selling Mindset Check out the back catalog and listen to terrific episodes on the right selling mindset today! Time To Sell Mindset with Chris Spurvey #202 Three Step Process to Narrow Your Sales Focus #201 Why Commissioned-Based Sales Plans Fail to Work with Justin Clark How To Learn The Secret Lingo of Your Customer with Jeffrey Shaw #192 Phiology: Secret Code of Leadership David Eisley #189 Sales Success Triangle of Attitude Behavior Technique with Glenn Mattson #187 How to Pitch Shark Tank with Michelle Weinstein #184 How to be a Sales Sherpa with the Hyperconnected David Fisher The Art of the Help with Larry Levine #182 How To Sell The World with Karl Weaver #177 The post The Purpose of Sales with May McCarthy #203 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

Time To Sell Mindset with Chris Spurvey #202 In this episode Chris Spurvey shares his uncomfortable sales journey. When he started in sales, he didn’t find instant success. It took time, but he discovered the right mindset that would allow him to connect with prospects, and convert them into loyal clients. He calls it Chris Spurvey 5.0.  In his new book It’s Time to Sell he explains his process for reinvention, self discovery and the right time to sell mindset. Achievement Demands a Vision Without a direction, you can’t reach a destination. Chris believes a compelling vision motivates you to go out and act. It’s all about mindset. By celebrating smalls win, successes will compile. Create a vision with a time to sell mindset Set aside time each day executing this vision What is your sales vision? Consider framing sales as a problem solver, not a pusher. If you can give your clients a good night sleep you’re doing it right. Create relationships with your clients and gain their trust with “Questions of Understanding.”   Bad Sales Management We need to shed this idea that great salespeople are fast talkers. While working in sales, Chris got a new sales director.  He moved his comp plan from closed sales to an activity focus vs percent of revenue. It was demotivating for the team. Given the manager didn’t provide training or coaching, sales tanked. Eventually he was fired and surprisingly Chris was promoted in his place.  Why? Chris started researching world class sales organizations on his own. He was mentally prepared for the next step. Take Action Advice Chris invites three people for a Skype call per day on Linkedin.  One of out three agrees. He talks to someone new regarding: Vision Gratitude Serving Learning Hub for Networking At any point in time we are a moment away from a breakthrough. Get ready for it!   Leverage LinkedIn and reach out to three people every day.   Create opportunity. How To Find Chris Spurvey Chris can be found across the internet with his time to sell mindset. LinkedIn  linkedin.com/in/chrisspurvey Websites   chrisspurvey.com    Chris has a weekly blog  Twitter @chrisspurvey ChrisSpurvey (Skype) To find his book go to It’s Time to Sell and he has a podcast it’s Time To Sell Consultative Selling Let’s continue the conversation. Here are past episodes you will find on topic. Listen now! How to be a Sales Sherpa with the Hyperconnected David Fisher How To Sell Hardware, Software and All Things IT with Mike Slowik #181 How To Generate Leads with Relationship Selling with Michael Ross Four Skills You Need For Sales Success – HEAT The Perfect Close with James Muir #132 How to Sell to the Obvious with Stephen Schiffman Educate While You Negotiate with Jeanette Nyden #85 Why Can’t I Get a Degree in Sales with Professor Shawn Green #80 The Ultimate Sales Revolution with Steve Lishansky #77 Conversations That Sell an Interview With Nancy Bleeke #68 The post Time To Sell Mindset with Chris Spurvey #202 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

Sales is a fundamental aspect of all business. However, today when we think of sales  the images that we conjure up aren't usually too nice. We think of someone who is pushy or maybe even sleazy. The fundamentals of a good salesperson, and what it takes to achieve success hasn't changed over the last hundred years. Unfortunately, the way people try to get there has shifted in a more negative way. If you really want to grow your business, focus on attracting the people you want. Find ways to pull in your ideal clients. No one wants to have things pushed on them, they want to find what they need. On this episode of Creative Warriors we are joined by Chris Spurvey, who has made it his goal to change society's image of sales. He's worked with many people to change the approach of business and shift people away from pushing what they want on other people to pulling in those who really want it. You'll be amazed at how much easier, and more fulfilling this change can be. Download this episode today and learn how you can finally start attracting the success you want. WARRIOR OF VISION  “We are, at any given time, one conversation away from a breakthrough.” -Chris Spurvey Pre-order your copy of Jeffrey's book, LINGO: Discover Your Ideal Customer's Secret Language and Make Your Business Irresistible here!  Highlights - We think in pictures. One way to change is through an emotional impact. The second way to change is through repetition. When the student is ready, the wisdom appears. Successful people are not controlled by their current paradigms. We are being held back by our definition of ourselves. Create win-win relationships that pay off over time. Relationships are the most important assets we can be creating. Always look for ways to connect the people in your network to each other. Affirmation is a way to execute repetition. Make sure your foundations are in place. Guest Contact - Chris' Website  Chris' Twitter Chris' Book It's Time to Sell: Cultivating the Sales Mind-set Chris' Personal Conversation Method Resources - 12 Must-Have Mindsets for Uncommon Entrepreneurs! A FREE tool for Creative Warriors to help you get clear on the ways you need to think differently to get the results you want. We've been handed a whole bunch of malarky about who we are and how business works that simply doesn't work for us. It's time to set it straight! This tool will give you the insights you need to think your way to success as a Creative Warrior and keep you on track. Check out the Creative Warriors RESOURCE page! A collection of the best companies, hand-selected, to help you succeed! You'll find vendors, services, products, and programs to help you Create, Serve, and Be Prosperous! All these companies have been used and approved by Jeffrey and most are used every day in his business. Music by Jawn  

Chris Spurvey is the author of It’s Time to Sell: Cultivating the Sales Mindset. After consciously choosing the sales profession as a means to create a better life for his family. Chris realized that negative images of sales were holding him back. By shifting his mind-set, Chris was able to transform his “inner game” and use his innate values and talents to become a top sales professional. Chris joined a boutique IT consulting firm in 2006 and spearheaded its growth to the point it was acquired by KPMG Canada in 2013, where he now serves as the VP of Business Development for Atlantic Canada. He has delivered talks throughout North America on cultivating the sales mindset. Main Questions Asked: What do you consider the characteristics of a good salesperson? Where does the sales mind-set come in? What do you consider social selling? What do you attribute your success to in LinkedIn? Key Lessons Learned: Sales Sales has changed, social media and the ability to educate ourselves has made selling different in the modern day. A salesperson used to have to be highly manipulative since it was a very competitive environment. The psyche of the buyer has changed, they have more defenses in place against that kind of sales process. Being authentic and caring about the customer is more effective today. Sales are the means to acquire the skills of the entrepreneur. Many people struggle because of their preconceived notions of what selling means. Sales is about being of service, problem solving, and finding ways to bring people your true value. When you change your mindset around sales it will feel much more natural for you. Social selling is the way people are educating themselves via the web and the signals they are giving off. It’s about looking through the eyes of the buyer and connecting personally. If you want to grow your business you have to focus on those platforms as a strategist with intention. Stick with the platform that works best for you. Mindset There are only two major ways to change, either something emotionally impactive or forced repetition and adjusting what you see on the “screen of your mind”. Chris formulated a motto that allowed him to focus on the energy of progress instead of just the numbers. He celebrated the small wins and focused on building relationships and the progress. Changing your mindset can bring your life more happiness at the same time as make your sales process easier. Now matter what stage your life is in, there is always a box around you determined by your mindset and perceptions. LinkedIn After creating his profile as a place to put his resume, Chris realized that LinkedIn was a great multiplier effect. He used LinkedIn as a way to network with other IT consultants after learning about them personally. Later on, LinkedIn became a publishing platform for Chris and allowed him to start giving value to the people who would later on become his network. Chris has seen that posts have been the most effective effort that he has been putting in, many of which are focused on sharing the multidimensional aspects of his personality. It helps to show yourself as a person who is relatable and not just aa brand. Creating a nice flow and congruity between your LinkedIn profile and your website is a good way to generate leads. LinkedIn groups are hit or miss at this point. People are on LinkedIn to promote themselves but they also bring the other aspects of their life and the problems they want to solve. It’s not always about professionalism, there is space to connect. Final Tips Sales doesn’t have to be salesy. If you change your mindset towards sales, it can be your greatest tool for growing your business. When it comes to personal branding, don’t be afraid to share the other aspects of your life. LinkedIn is for more than just your resume, try connecting with people on a personal level first. Thank you for listening! If you enjoyed this podcast, please subscribe and leave a 5-star rating and review in iTunes! Links to Resources Mentioned The Greatest Networker In The World Mach 2 With Your Hair On Fire LinkedIN Success

In this episode, I interview Chris Spurvey (@ChrisSpurvey), an entrepreneur who's authored books, runs his own podcast and coaches others on selling and developing personal brands. Based in Newfoundland, Canada, Chris grew up in a strongly creative family and embraced his entrepreneurial spirit at a young age. If you're a creative who thinks "selling" is a four-letter word, this is the episode for you! Visit us at HeadHeartandHustle.com and subscribe to our newsletter for updates.

On today’s episode, Jess and Margy interview Canadian business executive turned podcaster, Chris Spurvey. Chris shares how he balances his personal brand with his executive role, his top sales mindset tips for entrepreneurs and how he stays so productive by working smart not hard. Also in this episode: Margy is getting outdoorsy with a handsome gentleman friend, and Jess has seen the light about Himalayan salt lamps (see what we did there?!)   How Chris balances in his role as VP of Business Development for KPMG with his work as a sales/personal brand consultant: -was lacking fulfillment in a large organization -decided to write a book, which started his personal brand -KPMG is very supportive of everything because his personal brand is helping word get out about the company -people already know like and trust him because they have read his articles and listened to his shows   Chris’s journey with podcasting: -Chris always had a dream of writing a book -He used to think sales was “pushing people” and objection fighting, but began to see sales as more relationship based -His own book is a narrative about him becoming comfortable with sales and finding success, but writing the book made him realize he didn’t have an audience to read it! -Podcasting is a great platform builder and multiplier to connect with people at your level and above and tap into their audiences (and also learn a lot)   How entrepreneurs can be more authentic with potential clients: -Observe your buyer’s emotions -Help clients feel good about themselves in your presence -Personal branding is key! EVERY entrepreneur should write or podcast to get their personality out there -You can hire someone to help with your writing or podcast, so don’t let a lack of confidence hold you back -As you grow your personal brand, you find your potential clients come to YOU   Chris puts out so much content. How does he stay SO productive? -He used to run around like a chicken with his head cut off, but now he is a well-oiled content machine -He got a VA, and they learned to work very well together -Chris makes a short video, and his VA writes a draft of an article from that video and creates quote cards -For the podcast, he creates an article instead of show notes   Resources Mentioned: Chrispurvey.com The Greatest Networker in the World Mach II With Your Hair on Fire Stand Out Chris’s Book @interviewconnections

Are you in a sales slump and worried your real estate career may be in jeopardy? If you don't find a way to overcome negative thoughts, it may be! Fortunately, Chris Spurvey, author of It's Time to Sell, is here to tell you how to foster a positive mindset that will boost your sales, revitalize your career, and ultimately improve your life. On today's show, Chris guides listeners through a simple 5-step process for beating sales slumps. Chris also discusses the mental mistake that dooms more real estate agents to failure than anything else. Listen closely to today's Real Estate Rockstars; it could save your career! Learn more about your ad choices. Visit megaphone.fm/adchoices

In this short episode, I was interviewed by a gentleman named Rob Shore, host of Wholesaler Masterminds. I talk about my sales journey, how to deal with self-doubt and how gratitude can help you become a better salesman. Share this episode with your network!   Click to Tweet http://ctt.ec/bj0mU You need to identify your desire and steadily work towards it because that’s what success is all about. http://bit.ly/2oLdG2Z http://ctt.ec/dd9cN The results in our lives typically are a direct reflection of our attitudes http://bit.ly/2oLdG2Z Show notes [04:45] How I began my sales journey [07:08] The desire to succeed [08:52] Knowing what you want [10:05] Gr-attitude [14:30] The miserable salesman [15:50] Your paradigms [17:49] Taking yourself out of the box you put yourself in [20:20] Dealing with self-doubt   Mentions Rich Dad, Poor Dad by Robert Kiyosaki Connect with Chris on LinkedIn, Twitter and Facebook. We’re Our Own Worst Enemy: The Danger of What Goes on Between Our Ears with Chris Spurvey

Often the loudest voice is the one that can't be heard by others. It's the voice that not so quietly plays inside our heads. And if we're not careful that voice will consume and debilitate us. Chris Spurvey is all about the sales mind-set. Chris is the author of It's Time to Sell: Cultivating the Sales Mind-Set. After consciously choosing the sales profession as a means to create a better life for his family, Chris realized that negative images of sales were holding him back. By shifting his mind-set, Chris was able to transform his “inner game” and use his innate values and talents to become a top sales professional. Chris joined a boutique IT consulting firm in 2006 and spearheaded its growth to the point it was acquired by KPMG Canada in 2013. Upon the acquisition he realized he had an innate desire and ability to inspire and equip non-sales sellers and new sales professionals with the tools to attract clients. He has delivered talks throughout North America on cultivating the sales mind-set. We all have a vision for our lives: for our career, our families, our health, and our happiness. Wouldn't it be great if we could articulate that vision and discover the right mind-set to enable that vision to come to life? Chris helps people in the sales profession, future salespeople, and entrepreneurs to achieve exactly that. Book Chris for your next event through Wholesaler Masterminds Speakers Bureau (services provided by Ro Morrison & Associates). 

Hugh: Greetings, it's Hugh Ballou. My guest today has been a really wonderful friend. She knows how to write the right message. The first time I met Cheryl Snapp Conner, she interviewed me. The next thing I knew, there was this article about me online on Forbes. She understood what I do. When people asked me what I did, I just sent them to that article because in one hour, she got it. We have an important topic to talk about today. Instead of wasting time telling you today about Cheryl, she is sitting in her office today in Salt Lake City, SnappConner PR. Cheryl, welcome. Cheryl: Thank you. Happy to be here, Hugh. Hugh: I have all kinds of people on this interview series, and I am going to ask you the same question I asked them. What makes you qualified to talk about this topic? Tell me what the topic is. How are we going to tell people what this subject is? Cheryl: We are going to talk about communications, which is essentially everything. I am an expert in communications. It's how I make my career. What a fortunate thing. It was only my minor in college. Most people are not aware of that. I had a different major topic. It was the minor that saved my career bacon. I thank my entire career and every gray hair I have earned in the field of communications. It matters. It is what has been essential to my career, how I have supported my family, and how we have developed our business. It is the core of every business. I have been an advocate and proponent of what we call thought leadership communication. From the very core, it was not always known or understood. Even in the earliest days of technology, where I got my career start, it was vital. If you think about those early technology products, they did not have an audience. There were IT people who attempted to communicate to each other, but that was only so useful. In fact, the very reason I was hired by my first technology job—actually second, I was an editor for IBM—but Novell, the leader that premiered local area networking, had a concept in place called networking of PCs. People who needed it or could benefit from it didn't know what it was. I was specifically chosen as someone who could communicate well and didn't understand a thing about technology so I wouldn't have lost my ability to talk about these topics in a way that the general public could grasp and understand. Press releases, not that helpful. Feeds and feeds of something people don't care about or know about anyway is not going to help. We began by telling the stories of real businesses: law offices, medical practices, education organizations. What do you do? What was the problem? What were your choices? The kind of things you tell your best friend. As you make this decision, who did you have to convince? How much did it cost? If you did this over again, what would you do better next time? Those are meaningful discussions, and that helped. The same is true for every company since. Every entrepreneur has a topic. They have things they are experts in that others could be very pleased to know about. Hugh: I invite people to go to Forbes and search Cheryl Snapp Conner. You have a whole series in this entrepreneur channel. Those articles are just so helpful. You really helped me understand what communication is all about, especially with words. You talk about being outside of the technology so you could talk about it differently. Our audience is social entrepreneurs. They are running a business, and we are so intimate with everything that we don't know how to tell people about it. It seems silly, but we don't. It's the same thing with churches and synagogues and local charities. We do great stuff, but the world doesn't know about it. You are sitting in SnappConner PR. Is it snappconner.com? Cheryl: Yes, snappconner.com. But if you just Google my name, you will find it quite easily. Hugh: You have a team of highly skilled entrepreneurs. You are strategically placed in a very nice facility, a very good, warm, friendly workplace. I was quite impressed with you and your staff when I visited last week. There is also a gap between the professional agency that does it for you and how to raise the bar on creating our own. That is a passion for you: helping all those people who are out there and don't need a full-time agency as they aren't ready for one. Content University. Cheryl: The legions of entrepreneurs, particularly social entrepreneurs, shouldn't hire an agency, as they can't afford it yet. But they do need a bit of savvy. If they do what they can that is free or very low-cost, that is what they should do for as long as they possibly can. Get the help where it is truly needed. Don't over-spend. That applies to every entrepreneur. Too many will either ignore communications and PR entirely because they feel like they will do that when they become profitable, and then they never do. Or they make mistakes that are just costly or hard to recover from. Or they go whole hog and spend way too much money on the wrong things. That is a waste in another way. In part, it is a waste of the impact you could have had if you used the investment more frugally and with more savvy in the first place. Hugh: Well put. These leaders run a charity like a community foundation or a purpose-based charity; they run a church or a synagogue; or they have a small business. We are thinking outside the box. We are doing something innovative. People need to know either to buy from us or to be volunteers or donors for our organization. What is the single most important thing to learn about developing and publishing content to make sure that their vision is really clear? Cheryl: I am so glad you asked. There is one thing, but that one thing has two components. One is to really pan down your message and understand it yourself, to verbalize it in the best way possible before you begin. If you think about it, your messaging—and I have a template that I provide free of charge for anyone who'd like it—if you have the best words possible to express what you do and the value proposition for those who should participate, that is a big key. Do that first. If you are in the press two or three places, you have probably moved the needle right there so long as those places are credible and the message is consistent. If your message was random or, heaven forbid, conflicting in those places, you could have done a negative to yourself. Think about how frustrating it is for someone to be in my chair and ask, “Hugh Ballou, what do you do?” And if you paused and said, “If you have an hour, I could tell you. Anything less than that and I would be selling it short because it has so many facets,” you'd be absolutely right, and I'd be absolutely annoyed. I would not be able to walk away and write that article. I would say, “Figure it out. Come back and send me a note when you've got it figured out.” Having that message clear, which we have a template for, and—this is the golden rule of communications—think about your readers, your listeners first. So many people just can't get over this author's ego. It's my voice, it's my persona. I need to be true in my authentic voice. Nobody cares what you dreamed about on your motorcycle trip, even if it was inspiring, or your innermost thoughts about Martin Luther King. Yes, again, inspiring, but your readers care about what's urgent and high-priority to them. That could be that they want to make difference in an area you are passionate about. Okay, tell them how. Give them something to grasp on. Give them something they can do, something they can know, and a way for them to get on board that is not a hard sell but an invitation that allows them to go as far as they'd like. Another aspect of getting over that ego is thinking about where it should appear. Maybe your ego and your credibility would be well-served if you are an author for Forbes. That is great, but the people who say, “I need that. What's it going to take? Hook a fella up. Make that introduction because I need the credibility of the masthead next to my name. I need that marketing megaphone.” That is the very reason that publication would flee from your presence. They are not there to provide you with a marketing megaphone; they are there to serve their readers, just as you should be. So yes, maybe several articles, like the one you gave the interview to me for. That is an anchor. That is a great thing. For the bulk of your communication, put it somewhere where people can more readily engage with you on LinkedIn or Medium, where legally and appropriately you can put a full italicized paragraph (so you are not misleading people that it is a part of your article) that lets them know what they can do next to reach you, engage with you, and subscribe. Plus, people who get onto those platforms are ready for a dialogue. They didn't have to go register for a profile on a magazine where they are kind of semi-nervous or embarrassed and their comment is likely to be, “Nice article. Thank you.” They are ready to engage in a dialogue, and they are more than halfway down the path to getting on board and actually doing something with you. There is a gentleman I wrote about recently. You can find my article about him; his name is Benjamin P. Hardy. Hugh: I saw that one. Cheryl: One of the three most-read writers on Medium. 50,000 subscribers that he gained in a period of 16 months. He made some mistakes in that process, which he was open about. That is key, too, that he was authentic about it. What he did and how he did it, he gave me in this interview. That is gold information. Golden information. One of the things he said is while he has been published in Fortune, Business Insider, and Huffington Post, that is not where he got his subscribership. 99+% came from Medium. Isn't that interesting? Hugh: Fascinating. I heard a couple of things there. One being a Scottish Presbyterian, I heard the word “free.” Could you send me the link? Or send them to where they can download the document. Also, I heard “consistency.” That is something we as entrepreneurs are not very good about. If we want people to buy our product or service, or we want donors to stay donors and raise our donations, we need to be sending them consistent content about what is happening. I encourage leaders who are building organizations to have what I call “advocates,” people who are so important that you send them updates. They are successful people who are in a position to connect you to other successful people. They need information. We call that top-of-mind marketing. They remember you because you stayed in touch. Cheryl: I call that influencer marketing. Hugh: I love it. Cheryl: Those advocates have power; it's exponential. Everybody wins. They win if they share valued information, and if you are the conduit of that, everybody gains. Hugh: What we talked about in my interview in 2013, I reframe leadership as influence. People think that a conductor is a dictator. We cannot influence people with a little white stick, but you can influence them, too. Leadership is influence. Being able to articulate that in words is a great gift. This is so helpful, thank you. How do we measure results? We send stuff out, and it just goes out there. How do we know it's working? Cheryl: There are multiple metrics. In the final analysis, it's going to be the growth or success of the program. But to know where I am specifically getting my best return for the efforts I am making, there are multiple things you could consider. One would be increasing subscribership. In the case of Benjamin Hardy, he noted that even when he was getting 10,000 new subscribers a week, a lot of them were passive participants who were interested and compelled by what he had to say, but that was the extent of it. So he developed a process. First of all, he recognized that when he had a really viral, home-run article come out, several hundred thousand people would be hitting his website. He said that his website sucked, he was not prepared, and he had no way to gather in the traction. Now he has learned. Instead of sending people direct to his homepage, he sends people to a landing page that says, Here is how to subscribe. If you do, you can have my free e-book. His e-book is really good: Slipstream Time Hacking. He put a lot of thought and energy into that book. It is high value. Give something of high value when people subscribe so they are compelled. In his case, he sends people five email notes in sequence after they have subscribed, describing five of the principles he considers important for productivity. On the sixth mailing, he sends them an invitation to purchase his first product. It is an intro course that is $19. It teaches his seven productivity principles but does so in a high-level way. It's not like he is giving away a store of everything he could provide. It is high-level, but it is high-value. People get on board and have purchased something. Now he has an active, engaged audience that he knows. For example, he is a big proponent of the principles of Stephen R. Covey. Those were an influence for the most viral article he wrote. While he doesn't have a business or an agenda yet, he knows that he will, and he knows that it is a foregone conclusion that he will need to write, so he is honing those abilities. He is 28 years old for one thing. With that massive audience that he has amassed, those who have subscribed and those who have purchased something, whatever book he introduces next is ordained to be an instant best-seller.  Imagine what you could do with that level of influence. What kind of change could you enact with that power behind you? Hugh: When I work with people building out these enterprises, we redefine leadership as influence. Underneath that is building relationship. I will also tell them that underneath communication is building relationship. What you have just described is him building relationship with a tribe of people. Cheryl: He has. Hugh: We tend to want to rush and get to the sale rather than creating value for people. That is what I heard you say in that. He has created some unique value for people who are now poised on the edge of their seats for the next piece. Cheryl: Another influencer, Dean Graziosi, is in the area of real estate. But there is social entrepreneurship in some of his thinking and some of his offerings. His motto, which I love is, “Provide insane value.” Insane value, isn't that cool. Because he has been successful in doing that, he has attracted people. It's inevitable. When you get that much traction, there are going to be a few vocal people who disagree, who have a bad day and need a hug, or maybe who are just plain turkeys. He says never to ignore that vocal minority. Listen to them. While it is painful, what is the kernel of what they said that maybe you should learn from? Consider that. Consider the source, but also consider that maybe there was a kernel of a message in there that you really did need to hear. That is a little humbling, but important as well. Hugh: I like to go another step and have dialogue with them. Sometimes it's not the words that is the meaning, but something behind the words. Understanding building relationship and value in that communication. Cheryl: Sometimes they just want to be heard. They know that you heard them, that you cared, that you listened. Maybe that's enough. Often it is. Hugh: You don't have to debate the issue. Just say, “Thank you.” Getting over ourselves, as you said earlier, not everybody is going to hear us the same way, and that is so helpful. You mentioned earlier thought leadership. Digging deeper, what separates that? Do organizations have more than one thought leader? Cheryl: That term maybe is jargon to some, but the term “expert source” is another. “Influencer” is another that everybody understands. Thought leadership would mean that you are somebody with authority who is regarded, who has a following that respect and anticipate and listen to what you say. In fact, there is good reason for there to be multiple thought leaders in an organization. For one, suppose there is only one thought leader, who is the CEO, and the CEO leaves or makes a misstep. Think about that. If there are multiple employees, there is another name for that kind of phenomena that not everyone understands, but I think it is powerful: the term is “employee advocacy.” Yes, if there are people in your organization that not only are allowed, but also are invited or compelled to join with you, they gain authority and skills that make them promotable, and they are magnifying your message in a way you could not achieve on your own. I have told this story a few times, but I think it bears retelling. A Salt Lake organization had a successful IPO. A new Global Vice President of Communications comes in who is a powerful woman. She observes around her that her sales VPs were publishing on LinkedIn unbeknownst to anyone; they had gone rogue. Not because they were trying to be rebellious, but because it was working. They were gaining sales. Imagine how much better and safer that could be, now that they have SEC requirements to think about. But if they are given the ammunition to keep their brand and message consistent, it saves them the work of having to reinvent every wheel to decide what they are going to write about and share. One individual I so admire is John Bowen. He works with financial coaches. He conducts an extensive study every six months so the people he councils and teaches are not having to think, “You have taught me what to do. I need to think of a topic.” It's handed to them. It's golden. Now they are walking within the brand, but they are creating their own influence, those power relationships, in a very effective way. There is research currently that shows brand advertising. If you see me holding a Diet Coke, you would think I like Diet Coke, and you'd be right. That is not as effective as account selling, where you have a relationship with an individual or there is an environment of trust that is a head start of what you want to do next with that individual. Foster that, and foster as much of it as you can. It's also a reputation protection. If that message is told consistently by multiple people, and you will understand this, there is a polyphonic sound that occurs. There is an orchestra of outcome, not a lone voice. That is powerful. If somebody makes a mistake, we are human, and gets into a reputational mess, you are better protected that way because the whole organization and message did not come down on the back of one flawed individual. Hugh: You have a symphony or choir of high-performing individuals, which you nurture. That is why I have reinvented leadership because what we have been taught is not working, is not right. You have time constraints today, but I wanted to talk about Content University, your passion behind that, and content marketing. Cheryl: We developed a program. The editor I wrote for for four-and-a-half years at Forbes, when Forbes moved headquarters, he took the jump into entrepreneurship and joined my team. He developed with us a curriculum. It's not a lengthy curriculum; it's ten lessons. My thought was: How could we put Tom Post in a box and provide that kind of counseling to everyone because they can't afford it? We made it affordable. That program, which we have on a video book, online, and workshops with people, be it either in person or via Zoom as well, is $1,000. Thought leadership in a box. Every person or organization can manage that. It is honestly less than the price of one article you would engage with an agency to write for you, let alone get it published. Most people can complete that training in ten hours or less. We do provide some direct coaching with them to help make sure they succeed. At the end of that, not only have they completed an exam that gives them our certification—we are working with Hugh to see if we can get an Advanced Continuing Education credit for as many verticals as possible—and a completed publish-worthy article that we would help that individual publish if needed so that they know what to do with it. Even as valuable as a great piece of writing is what to do with it to advance your vision, your mission, your business. That is available and low-cost. The last thing is our Snappington Post newsletter. Any of our columns or website will tell you how to subscribe to that. It's free. That word you love. You just have to subscribe to it. It won't over-burden you. Every other week, we will send you an email of the articles we have created of value. We are going to start to add to that the best of Content University, the best writing that comes out of our constituent base. Hugh: That's great. We just don't know how to tell our story. That is priceless. Contentuniversity.com? Cheryl: Yes. Or Content U. Either way. Hugh: Cheryl, as we wrap up here, I want to invite you to give people a tip that is going to help them revise or rethink their whole communication strategy. But first, it's snappconner.com or contentuniversity.com or contentu.com. Cheryl's articles can also be found in SynerVision's Nonprofit Performance 360 Magazine and lots of other places that are important on the web. Google her name and you will see some amazing articles. Just a few that she has referred to are important to learn from, but there are many more. As we wrap up this great interview, I am inspired and want to go write something. As we wrap up this interview, what is a tip you like to leave people with? What do you like to tell people so they can go out and do something different? Give them a good tip. Cheryl: You can do it. One of my favorite writers I met on LinkedIn, Chris Spurvey, 14 months ago had never written a thing in his life. Nothing. He became a best-selling writer of a self-published book. In the first 30 days, which was in last December, he sold 10,000 copies of his book himself. It's Time to Sell by Chris Spurvey. Follow his story. I wish I could say he was a Content University graduate, but he intuitively discovered the principles and used them. He writes and shares freely how he did that. You can do it. If he can do it, you can do it. Hugh: Cheryl, you are wonderful and amazing. Thank you so much for sharing your tips and your time today. Cheryl: Thank you, Hugh. Learn more about your ad choices. Visit megaphone.fm/adchoices

I genuinely can't believe I am recording episode 100. I am your host Jay Wong and It is an absolutely privilege for me that you are tuning in.   I don't know who most of you are. Perhaps we haven't had a chance to connect on social media or via emails.   But I know something about you.   You have a gift and you know it.   You have been tapped on your shoulder by god, by a higher being, by aliens, by your intuition, or by whatever you believe.   I know it. And you know it.   Look, this podcast was never about what you believe. What religion do you belong to or where your faith lies.   This podcast has always been about creating an impact with your gift. Creating your life's work and having the guts, the balls, man balls and woman balls to simply GO FOR IT.   To Live the life you deserve.   To create the legacy to honour your gift and your message.   I had no idea I would be here recording this episode for you.   I spent the last two weeks, relistening to my podcast, to some of my favourite episodes.   I have heard that some podcast hosts have started to remix their podcasts so in a single episode, they would essentially rip a bit here, and rip a bit there.   And then supplement in their message.   To be honest, I wrote an episode like that. WIth four of my favourite podcasts from this year, and that was going to be my epic 100.   But as I was putting on the final touches on it, something didn't seem right.   It just felt forced and contrived.   And if you have been following my work for any amount of time, you know I am not about that.   I am about living in the moment.   I am about tapping into your zone of genius and discovering how you can build a life around there.   So I simply put it aside, scrapped it and start anew.   Go with whatever NEW I had in mind and this started flowing out of me.   You see, sometimes in life, you follow and you do what others have done before you because you simply don't know how to do better.   Or perhaps this was the way that you were raised or taught.   Over the last 16 months, I have learnt a great amount through this podcast and my life is completely different than where I first started.   If you wanted to see how I was feeling when I first started on my parents coach almost 2 years ago, then listen to episode 99.   It was the last one before this, and I was interviewed by the talented Chris Spurvey on the It's Time To Sell Podcast.   I want to talk to you about the present.   About the now.   About this moment.   You see, I might not know who you are, but I already told you I know you have a gift.   You have genius trapped in you and it's looking to get out.   You are beyond scared to let it out because it would mean change.   Whether good or bad, it would mean change no matter what.   And to be honest, most of us were never taught to deal with change in a healthy way.   We were never taught to be patient with ourselves and accept the change. The good and bad.   I still go through days and nights where I am stressed beyond belief. I run multiple online courses LIVE and a mastermind of inner circle people, as well as manage the entire podcast and media channels.   I get scared too.   I have doubts too   I lay awake from time to time, wondering what if this goes wrong. What if I can't be the better human and find a way to “make it”   But in those moments, I have trained myself to switch the lens of my situation.   Instead of looking at the alternatives, and the unknown, I look at the facts.   I acknowledge that the path of any messenger is not a straight one.   I acknowledge that it takes time to build something epic and great   I accept that I am human and I still don't know everything.   And will likely not know much in the grand scheme of things.   I accept that I am human and that I fear change as much any other person would.   I also accept...

This is a fireside chat ft: Chris Spurvey and Jay Wong. This was originally posted on Chris's podcast, It's Time To Sell. For me to properly deliver Episode 100 to you, I need you first to understand the context of my situation 18 months ago. Here is the untold story of The Inner Changemaker and what it took to get my podcast / brand to this point. Here are the show notes: http://www.chrisspurvey.com/podcast/inner-work-entrepreneurship-greatness-jay-wong   Enjoy!    LINKS -- Join the Legacy Driven Entrepreneurs Community (it's FREE): http://www.theinnerchangemaker.com/tribe Are you enjoying the podcast? Listen to the episode here and leave us a review: Apple: http://apple.co/1JUHcG9 Android: http://bit.ly/2nuoGpl TuneIn: http://bit.ly/2BjY0gU Breaker: http://bit.ly/2BRwOCb iHeartRadio: http://bit.ly/2BhMr9L Spotify: http://spoti.fi/2BbuWEg Want to grab my NEW audio training? Grab a FREE copy of "How To Be The Leader You Truly Are": http://www.theinnerchangemaker.com/leadership Launching a podcast? Grab my Podcast Creation Roadmap: http://www.theinnerchangemaker.com/roadmap

I just poured a piping hot cup of holy basil tea and am about to make some serious superfood pancakes as I wait for the sun to peak over Mt. Beacon (coffee will come later ;) Before all that, I'd like to share with you some thoughts on building up an accountability system that keeps the creative engine churning. And churning. And churning. Because let's face it: The truth is real extraordinary work requires a team. Yes, you are strong on your own. But you are much stronger when you surround yourself with people who build you up. ---- Allow me to take you back to an event in my life that changed my life. My feet felt like slabs of concrete and as my body shivered, the thought of a hot shower and a bed to collapse into taunted me like the sirens in Greek maritime lore. As I passed the mile 20 marker, a bed of green grass poked through the Philadelphia snow and I thought how convenient that it was just the perfect size for my 6'2” frame to lay down for a nap. I could lay down right and drift off. I could end the pain, I thought. I looked over to my left and nodded to Rich, the guy I've been training with for months to get us ready for the Philadelphia Marathon. I puffed up my chest and forced a smile and as he continued to run I did too, shadowing his movements pretending like I wasn't struggling. Inwardly, however, I wanted to quit. It was November. It was freezing cold. I was tired. Step by step -- like a pendulum -- I bounced on and turned inward for empowerment, repeating my positive mantra meditation, and in what now seems like just a few minutes later, Rich and I celebrated our victory with a warm pretzel, chicken broth, and, in the kind of celebration that screams irony at an event that celebrates fitness, we drank beer. Delicious, sugary, glutenous, chest bumping beer. My drive to finish the race propelled me forward. But sometimes I struggle to regain this level of motivation. -- The other day as I sat down to write, for instance, I stared at a blank screen: the cursor taunting me like Medusa's eyes. Frozen in stone, my fingers just hovered over the keyboard. Eventually, I closed up my laptop and said to myself that tomorrow is a new day. A few hours later, one of those tiny miracles happened. There, at the top of my email inbox rested a beautiful message from one of you. As I read through the email, I felt like on cloud nine. The message said my podcast and positivity had helped them greatly through a very difficult time. “My podcasting!? You mean someone actually listens to my stuff” I thought as the internal voice of criticism shot up like a firework on Independence Day. Motivated once again, I reopened my laptop and words poured out of me like a spring of water.   This wasn't the first time a tiny miracle motivated me to push through a creative block. It seems that every time I personally struggle to create something myself, something comes my way that says "HELLO....DUDE...YOU NEED TO CREATE MORE OF THIS AND THAT… YOUR WORK IS IMPORTANT"   That email brought me to tears and reminded me of an email from five years ago when a former student had explained that my positivity as her teacher had kept her on the positive when secretly at home she had considered suicide. When I struggle to create something, I want to learn how to grow through it and that becomes the seed which blossoms into my creation. But I've learned that's not enough to be consistent.   To continue to create consistently, I pull from multiple strings of accountability: five of which I'd like to share with you today. You may have some of these strings, but if you don't, I urge you to try them out. Five Accountability Strings to Pull You Up When You're Down Motivation From The Inside Some days (not that many to be completely honest) I just feel super inspired and get out of bed, ready to rock and roll and create something. Other days, I force myself to sit in meditation and after twenty minutes of mindful meditation followed by repeating positive affirmations, I feel inspired to create. Motivation From The Outside Some days, I will read an email like the one I shared above that will motivate me. Other days, I know my wife, Kaitlyn, and I will be having dinner where we'll share our stories of what we created that day. I want to show up for that conversation with something, mainly because she always shows up and I'm always inspired by her creative genius. Other days, I will need my accountability partners. Each week I talk to two accountability partners who ask me what I created that week and what I plan on creating the next. Knowing that these two people are counting on me help turn on the creator inside. My friend Chris Spurvey and I chat every Wednesday for a quick 30 minutes. Chris is a highly successful vice president for a big wig bank in Canada. He is the one who helps me realize that “selling” is not a dirty word and that when what you sell comes from your heart, it's sharing. And sharing your art with others may just be the divine purpose we're all here to fulfill. My friend Covington Doan and I chat every Thursday. Cov is a design-thinking website development wiz in Texas who also owns a fantastic coffee shop called Stupid Good Coffee in Dallas. We met at Stanford d.school a few years ago and have each helped the other to follow through on turning ideas into creation. Progress is Better Than Perfect (Just Ship It) I have always believed that done is better than perfect. Otherwise, the perfectionist will always tell me it's not good enough to share. The fight-or-flight part of the brain will creep in and tell me my work is crap and no one wants to read it. But if I never took a first step I never would have ran a marathon. The Perks of Being a Student   When I'm learning something that inspires me, I churn the creative engine faster. For instance, when I went through my yoga teacher training I was once again humbled and excited to create. Humbled because I realize how much I needed to learn and excited because there was so much to learn. When we're learning, we're growing, and when we're growing we push through to create something newly remarkable. Just make sure to choose the right teacher that motivates you. My yoga teacher trainers, Richard and Liz, are extremely dedicated to their craft and every week they come to the studio excited to share something they are personally working to improve along with a lesson they've learned through their years of experience. Their expertise weaved together with their own humble trials help motivate me. Build Yourself Up With Empowering People I once hired a high-profile ( i.e. ridiculously super expensive) book editor who was really helpful…at making me feel like a terrible writer. Yes, we all need to be open to criticism (I certainly learned that through my brief stint as an actor). It takes many critical eyes to create something of perfection, but it equally requires a lot of people to help cheer you on. Like the marathon, for instance, just imagine how many people would never ever finish the marathon if there wasn't a giant crowd cheering them on as they ran. I can tell you from personal experience, endurance racing is a heck of a lot harder when there isn't a giant crowd cheering to propel you forward. Build a crowd of encouragement through the friends that you choose, the accountability partners you pick, and the places you choose to spend your time. — Sometimes, however, all it takes to push through a creative barrier is a bit of trust in yourself knowing that whatever your marathon is, it all begins with one step. As Van Gogh put it, "If you hear a voice within you say 'you cannot paint,' then by all means paint and that voice will be silenced.”

We just passed 12 and a half thousand downloads.    And this blows my mind because for about 4 weeks, there were no new episodes. I originally created the first 10 episodes to go with the life plan template I wrote which you can still download at the link for this podcast or at thetravelingcup.com/yourlifeonpurposeguide.    As I continue to go Your Life on Purpose here, I'm going to focus chunks of episodes by a certain theme. I think of it as seasons, like a tv show has seasons. And the theme this season right now is mindset. But, honestly, for those who know me well, I'm not really good at focusing. I love living organically and going with the flow. Structure is needed to get meaningful work done, but I've been held back by structure before, so I hope you allow me to meander when it seems necessary.    Let's continue the theme of mindset for a while here. I have five episodes I'd like to create on mindset, but honestly, that could all change as I hear more and more from all of you who are listening and sharing your stories.    The different themes for each “seasons” reflect what you need in your life right now. So, reach out to and ask a question. I'd love to hear from you.    mark@thetravelingcup.com    To continue on from last episodes focus on The Yet Mindset, I'd like to spend a bit of time talking about being real and vulnerable.   As I continue to interview more change makers and prod into their stories of achieving greatness, I'm seeing one commonality. The happiest people tend to be the most real and vulnerable. Why? Because they have nothing to hide and they are owning their story. Yesterday, Tim McDonald and I met up for coffee and sat by his pool for a chat. We talked about a lot, then centered a bit on what it means to be real and vulnerable.   When he was the Director of Community for the HuffPost, Tim was real and vulnerable. Well, actually he was real and vulnerable before that gig and that's probably why Arianna Huffington ended up asking him to join their leadership team. He was open when he struggled and used his story to help create an effective discussion for others.   That's how he creates such meaningful communities in his work. He's human and doesn't shy away from being human even when at work.    Tim argues (and I'd agree with him) that in the future of work, there will be a very blurry line between work and life balance.    There will be very little punching in and punching out. Very few professions and very few businesses will survive if they don't become more human-centered.   This is especially poignant for freelancers and entrepreneurs because these people are working from their passion.   And, since you're listening to this podcast, chances are your work is your passion too. Right?   What do I mean about being real and vulnerable? Well, that's for you to decide and it depends on your personal brand. But, I just think of it as being open with my struggle and being open with how I am working to get better.   For instance, at the beginning of my weekly newsletter, I often say, “Pull up a chair. Thanks for joining me.” I say that because I can learn just as much from you as you can for me. The image of pulling up a chair as if we are sitting at a table puts us on the same level. The same plane.    We're all geniuses if you just work hard to find your genius.    Like Einstein said, “If you ask a fish to climb a tree, he'll spend his whole life believing he's an idiot.”   What are some other examples of being real and vulnerable in business sense?   Chris Brogan says that businesses need to be more human. Mark Babbit, the author of A World Gone Social, would agree. That's why so many businesses are on social media now because customers just love it when an actual human responds to a tweet or a message.    People want interaction. Humans want real human businesses, both as a customer and as an employee. That's why employee perks like the ones at Google are all over the start-up scene.    Literally, just as I sitting down to write down my notes for this podcast episode, two good friends of mine Chris Spurvey and Mario Armstrong, jumped on Periscope for a few minutes as to chat with people before they started their work day.    Chris is a major sales executive and entrepreneur in Canada and Mario is the tech guy you see on The Today Show every week. On Periscope, Chris talked about sales then meandered into talking about his physical fitness goals and how he often times struggles to lose weight. Mario talked about his recent traveling and then what new tech gadgets he's crushing on.    Chris and Mario are being real and vulnerable here and perhaps this is one real reason they are super successful.    They don't appear to be better than anyone else, even though their resumes are both extremely impressive. They come across as normal — just like you and me. Because they are.   I had an incredible conversation with social visionary Jeffrey Slayter on The Traveling Cup about being real and vulnerable.  Here's a bit of what Jeffrey Slayter had to say about doing what you love and how our culture influences our identity.    Enter Jeffrey Slayter   One of my fears with my entrepreneurial journey is to come across as being too life-coachy. Like “look all that I am able to do and you should follow me” kind of life-coachy.   Sure, there are many lessons I can share and you can learn from. But, the truth is, I can learn just as much from you.   From time to time, I do share my personal life probably more than other entrepreneurs you may subscribe to and that's an essential part to my personal brand. And perhaps that's why you are here. Because something about my story helps you relate to me. I love that. I've had a lot of people, for instance, share their story of struggling through a chronic illness because I often share the journey my wife and I are on to empower her recovery with Lyme Disease. That's great -- I'm happy to share my story of personal struggle with others if it helps empower others too.   “By being real and vulnerable, you can own your story and begin your unique legacy instead of shying from it.”   We are all on a particular journey for a reason. It's not coincidence. So, empower yourself by owning your story.   “Dig deep. Be real. That is who you are and your unique gift to give to the world.”    What about you? As you are building your legacy, how are you being real and vulnerable? Or, if you see it another way, I'd always love to hear that too.     Just send me an email at mark@thetravelingcup.com. 

Chris has a deep passion for salesmanship and helping budding sales people get over the inner and outer blocks that get in their way. He is Vice President of Business Development for KPMG Canada and blogs on the topic of sales at chrisspurvey.com. He is currently authoring a book that will help sales people take their careers to the next level. He is also the founder of consistent.ly a social parenting platform that enables parents to effectively monitor their children's social media activity. Inside this FREE “First Millionaire Manifesto”, J V reveals the seven steps to seven figures and how to put more money in the bank, enjoy a richly rewarding life, and make a big difference.  Subscribe in ITunes Like this Podcast?  Help spread the word. Subscribing and leaving a review helps other business owners and entrepreneurs find our podcast…and make their big difference. They will thank you for it.   Watch this FREE Video to discover the Secrets to getting in your zone, achieving fast results, and building a high-profit conscious business.  Conscious Millionaire Podcast: On his free podcast, Monday through Friday, J V interviews top successful entrepreneurs and business owners who reveal their business solutions and business opportunities on topics such as: conscious business, social entrepreneurship, business online marketing, internet business solutions, internet marketing, team building and culture, goal setting, how to become a wealthy entrepreneur, and developing a high-profit business plan that will change lives and the world.    

Chris has a deep passion for salesmanship and helping budding sales people get over the inner and outer blocks that get in their way. He is Vice President of Business Development for KPMG Canada and blogs on the topic of sales at chrisspurvey.com. He is currently authoring a book that will help sales people take their careers to the next level. He is also the founder of consistent.ly a social parenting platform that enables parents to effectively monitor their children's social media activity. Inside this FREE “First Millionaire Manifesto”, J V reveals the seven steps to seven figures and how to put more money in the bank, enjoy a richly rewarding life, and make a big difference.  Subscribe in ITunes Like this Podcast?  Help spread the word. Subscribing and leaving a review helps other business owners and entrepreneurs find our podcast…and make their big difference. They will thank you for it.   Watch this FREE Video to discover the Secrets to getting in your zone, achieving fast results, and building a high-profit conscious business.  Conscious Millionaire Podcast: On his free podcast, Monday through Friday, J V interviews top successful entrepreneurs and business owners who reveal their business solutions and business opportunities on topics such as: conscious business, social entrepreneurship, business online marketing, internet business solutions, internet marketing, team building and culture, goal setting, how to become a wealthy entrepreneur, and developing a high-profit business plan that will change lives and the world.    

Get the show notes and bonuses for all episodes here ( https://www.thesaleswhisperer.com/blog/topic/podcast ). Join The Cool Kids Club ( https://www.thesaleswhisperer.com/30-day-sales-growth ) * 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 ( https://www.thesaleswhisperer.com/podcasts/ ) with Wes Schaeffer, The Sales Whisperer® ( https://www.thesaleswhisperer.com/ ). Use these resources to grow your sales: * Sell More This Month ( https://www.thesaleswhisperer.com/30-day-sales-growth ) * Hire Better Salespeople ( https://talentgenius.simplybook.me/v2/ ) * Hire The Best Keynote Speaker ( https://www.wesschaeffer.com/ ) * Find Your Best CRM ( https://info.thesaleswhisperer.com/best-crm-quiz ) * Join the Free Facebook Group ( https://www.facebook.com/groups/theimplementors/ ) Check out early episodes of The Sales Podcast: * Episodes 1 to 10 ( https://www.thesaleswhisperer.com/blog/sales-podcast-episodes-one-to-ten ). * Episodes 11 to 20 ( https://www.thesaleswhisperer.com/blog/the-sales-podcast-episodes-11-20 ). * Episodes 21 to 30 ( https://www.thesaleswhisperer.com/blog/sales-podcast-episodes-21-30 ). * Episodes 31 to 40 ( https://www.thesaleswhisperer.com/blog/sales-podcast-episodes-31-40 ). * Episodes 41 to 50 ( https://www.thesaleswhisperer.com/blog/sales-podcast-episodes-41-50 ). Support this podcast at — https://redcircle.com/the-sales-podcast/exclusive-content Advertising Inquiries: https://redcircle.com/brands Privacy & Opt-Out: https://redcircle.com/privacy