---
title: What's The One Thing That Has Remained The Same In Sales? Chris Spurvey
description: Chris Spurvey grew his IT services business and it was acquired by KPMG. Learn how he grew it and how he continues to grow on his own on The Sales Podcast.
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---
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Sep 13, 2019
# What's The One Thing That Has Remained The Same In Sales? Chris Spurvey
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
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## Create a Growth Culture Focused On Serving
**.**
---
---
***[\[ LISTEN NOW ON APPLE PODCASTS \]](https://itunes.apple.com/us/podcast/the-sales-whisperer-wes-schaeffer-hosts-the-sales-podcast/id655310847?mt=2)***
## [Sales Tips](https://thesaleswhisperer.com/daily) you'll learn today on [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)...
- 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
[](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLLK9x%2BYAvlKFh3FJxhb3RHk7iW%2Bk3%2Bs2BPZt7MdvU%2BIuKfQ7v%2Fc8%2B7rHmNY3Bfp2Cq5DP%2FGOT5JVjfqOeF6GbIlnG92fY8akjGJi%2BT6S7u75z8mRu3IP22J5fI16%2BRO3Z2L8dwev%2Bk5cxKd57eCZLWKU4KKfhW%2BJw0%2BBYsvCZLi9804gk2aR34M%2FqYLiVzN5297%2BGiswL2a&webInteractiveContentId=178194433547&portalId=443614)
- 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
## Links Mentioned In [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)
- Visit Chris Spurvey's [home on the web to receive a free copy of his book](http://www.chrisspurvey.com/about/)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## Related posts
[](https://thesaleswhisperer.com/blog/doug-brown-sales-growth)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [Doug C. Brown Shares Successful Sales Growth Strategies](https://thesaleswhisperer.com/blog/doug-brown-sales-growth)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Dec 05, 2020
"Win-Win Selling" author shares how he bounced back from $60k in the hole .
[Read more](https://thesaleswhisperer.com/blog/doug-brown-sales-growth)
[](https://thesaleswhisperer.com/blog/nigel-green)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [Harvest More Sales Revenue With Sales Management Expert Nigel Green](https://thesaleswhisperer.com/blog/nigel-green)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Mar 16, 2020
"Time in" dilutes "awareness of." Click here to download the episode.
[Read more](https://thesaleswhisperer.com/blog/nigel-green)
[](https://thesaleswhisperer.com/blog/donald-kelly-2)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [How To Not Feel Guilty When Asking For Money. Donald Kelly Returns.](https://thesaleswhisperer.com/blog/donald-kelly-2)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Jul 16, 2019
Pay Attention To Sell Like a Pro .
[Read more](https://thesaleswhisperer.com/blog/donald-kelly-2)
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