Book Review: 21 Secrets of Million Dollar Sellers by Stephen Harvill
Sometimes a great book inspires us by reminding us of what we already know.
I started my career in sales. I held sales roles for a software company then into IT Staffing for 5 years before I made the decision to go out on my own and build a staffing firm here in Omaha.
An early feature of CRi in the Midlands Business Journal, circa 2000.
Sales, client and candidate relationships are at the very core of CRi — and the foundation of so much of what we do.
There are so many dimensions of sales and selling. While the BIG goal is to grow the business, bring on new clients, add new reqs and generate revenue, there are many many other smaller goals in play when it comes to incorporating a seller’s mindset into the daily culture of our business.
Sales is the little things.
Showing up curious. Going the extra mile. Delivering top notch service. Taking amazing care of your client. Staying focused on daily goals and habits. Building genuine trusting relationships.
At CRi, we work on all of these things with every member of our team. This is how we have built our Get IT Great culture since opening our doors in 1999.
When we onboard a new hire, they are given reading homework. We ask them to read books like Fred Factor, The Energy Bus, and Inside the Magic Kingdom.
A sales mindset is in our DNA.
As part of our effort to stay green and growing as a team, we picked up a new book this year, 21 Secrets of Million Dollar Sellers by Stephen Harvill.
What a refreshing read… and personally, it really sparked the seller in me.
It reminded me how the basics of sales—even in the world of AI—are still the basics.
I asked the team to share their favorite, most memorable/actionable takeaways from the book, and I absolutely loved their feedback so much that I thought I’d share it here.
"For me, the Get out of the Office chapter was something important and I have heard that since my earliest days in recruiting. Sales was doing their job if they were not in the office.
And after that, keeping things simple. Keeping the buying process as easy as possible makes your clients' lives easier."
—John B., Technical Recruiter
"Secret #5: One Level Above- There’s always an opportunity to take the client experience one level above where it is now. Always be looking for how you can better your process. This stuck out to me because it is useful when initiating new relationships to ensure you start off strong but it is just as important when you are trying to strengthen long standing relationships.
Secret #2: The Jordan Formula - Focused practice directly translates to game day performance. If you put in the energy behind the scenes it will be obvious in front of a client. A strong practice is knowing who you are meeting. It is not enough to “just show up.” If you do the work ahead of time the meeting will run smoother, they will share more, and they will appreciate that you did your “homework”. "
—Grace T., Account Executive
"I love the idea of identifying the Whales across the board.
In the book he said it doesn't have to be costly to recognize them (in the book it was a letter with a purple wax seal) along with a bottle of wine to denote that the purple was of high significance.
I think we think about this when it comes to:
Consultants who go above and beyond
Hiring managers who are exceptional partners
Clients who consistently trust and engage with CRi
Screeners who save the day
Network advocates who refer great people
Continue sending handwritten thank-you notes but elevate the experience a bit. With the callback from the book, we could add a distinctive purple wax seal or another thoughtful, branded touch to make it more memorable and personal.
I also really liked the idea of bringing together key leaders in our community—CIOs, technology executives, architects, and other thought leaders—for periodic lunch-and-learn sessions. This would provide value to both our consultants and our clients by creating a forum to learn about relevant topics (AI, cloud modernization, engineering best practices, cybersecurity, etc.), while also fostering networking, collaboration, and a stronger sense of community. It positions CRi as more than a staffing partner—we become a connector and resource for the local technology community."
—Jules G., Technical Recruiter
"I remember one of my takeaways in the listening section was, “I open every interaction with “Do you mind if I take notes?”
And picking up the phone first and getting out of the office!"
—Erin W., Technical Recruiter
As for me, my favorite part is the discussion this book creates.
When we bring sales and recruiting together in one room, we have all the knowledge we need… this team is the sum of its parts. We are the GIG team, getting IT great for our clients, consultants, candidates and partners.
When you read a book like this, and everyone shares their thoughts, it has a multiplier effect. We can feel the collective sense of comprehension and we get excited about putting things into action. From every level, junior to vet sales, everyone is getting a takeaway, staying inspired, and feeling motivated.
As a career sales person turned CEO, this book is a RE-Inspiration.
It created connective tissue within our team at CRi, and I enjoyed hearing the individuals in the room talking about objections, rejection, grit, motivation… I think maybe after reading this book, we all feel a little less alone.
And the other amazing part about working our way through the 21 Secrets of Million Dollar Sellers is that we are reminded that we’re doing most of these things!
Thank you Stephen Harvill for such a great read, one that we will keep in our office and reference for years to come!
Get IT Great!
Sue
PS. If you're looking for some sales inspiration, here's the link to the book (I'm not being paid for this... just a big fan!): https://www.amazon.com/21-Secrets-Million-Dollar-Sellers-Americas/dp/1501153455