104: Reach Greater Heights in Business with Ron Hurst

Reach Greater Heights in Business with Ron Hurst and Host Ursula Mentjes

“What You Believe Dictates Who You Become and The Results You Get.” — Ron Hurst (08:08-08:12)

To reach greater heights in business, you have to get through limiting beliefs around money to scale. Do the work and focus on the new idea. The second you start to see evidence from the modern view, your mind expands. You don't have to choose between making money and doing what you love; you can do both. In this episode, Ursula Mentjes and Ron Hurst provide actionable advice on how you can reach greater heights in business. 

Part One of ‘Reach Greater Heights in Business with Ron Hurst’

Ron Hurst has 30 years of business and leadership experience. He brings a unique perspective to every engagement. He loves to entertain, challenge, and teach all at the same time. Ron developed his leadership skills by making mistakes, stumbling, and screwing up but continued to learn from every experience. He has diligently sought to improve himself in all aspects of business life. Ron understands what it means to get things done, to solve problems, and to align employees. 

In the second half of his career, Ron has embraced the title 'trainer in the entrepreneur.' This is what he is most proud of. In addition to his role in leading a training and development firm, Ron is a senior adjunct faculty at the University of LA Verne in Southern California. He aspires to walk a mile in the other guy's shoes and understand a problem from the inside out. He offers advice and is both candid and contextually sensitive — no generalities and platitudes. You can expect practical, actionable concepts from him that you can apply today. 

“The only limits you have are the limits you believe.” — Ron Hurst (17:49-18:20)

Ron says, "There was a seed of an entrepreneur in me for a very long time. In 2009, I was a general manager of a manufacturing plant here in Southern California. I was volunteering for the Inland Empire Women Business Center as a consultant for fun. I am doing it for something to help others. And they mentioned you in the workshop that you are going to hold. Someone asked me if I wanted to attend that workshop. Then I thought I need to learn how to sell. I grew up in a middle-class family, where I focused on blue-collared routes. That is what I did for the first 23 years of my career. And I had no understanding of what it meant to start your own business. I had some friends who were salespeople. I love them, but it never crossed my mind. My biggest change in belief that I had was the fear of stepping out from the security of a paycheck. That set everything in motion. I mean, it was already a motion, but that accelerated. It was a catalyst for moving forward. What you believe about money is going to dictate the results you get. By 2011, I realized that it is time. It is time to live my gifts, and the money will follow."

Part Two of ‘Reach Greater Heights in Business with Ron Hurst’

When you think about the sales process, there is a moment where you put the ball in the hands of the prospect. If we do not get a clear YES or NO, we can keep moving the sale forward.  

And one of the things we need to consider is to slow down for certain personality types to make the connection. By understanding, if the person has a more dominant or direct personality type, they may take action right away. Whereas, if someone is conscientious, they may be more analytical and reserved before saying YES. So, it's essential to communicate and build a personal relationship first to get to know your prospects. 

“If you’re an entrepreneur just for the revenue, you’re missing the whole point.” —  Ron Hurst (24:00-24:03

Ron continues to share his experiences in business that made him successful today. He adds, "I was trying to close a deal. But I was told that it is not going to work out because the legal department is not interested in an agreement. So, they have a problem with the agreement. I thought about how else I could create some value with their organization. The question is: How do you get around it? How do you agree that is a problem? I looked for a different way to approach the situation." 

Ron talks about Ursula training his frontline managers. He says, "Think about it from the sales conversations point of view. I am on one side of the table, and you are on the other. We're against each other in conflict mode. And that is not where we want to be. So, instead of face-to-face, how do you get side-by-side? And if we are side-by-side solving a problem together, all the barriers do not exist anymore in the same way."

As a way to end this podcast interview, Ron shares actionable advice on how you can rise to greater heights in business.

"Manage your cash flow wisely. I pay people richly when hiring the best people. I am giving them more than most people think is reasonable on purpose because they stay with me forever. I am not in this business to get rich on somebody else's back. We've got to help other people be successful. Because if you go cheap on price, you are going to get what you pay for. They're going to self-adjust to whatever they think they are worth based on what you're paying them. Entrepreneurship is so much more than revenue. If you are not in it for the long haul and right reasons, it is not worth it. Building a good relationship with your clients is also the key. You want to deliver value in a way that people want to do long-term business with you. It does not matter how many people are in the room. What matters is how you can transform their lives. Whatever you do, do it to the best of your ability. Do not put all your eggs in one basket. Make sure that you are developing longer-term contracts with the number of clients you can handle. What you believe affects the way you see the world. If you open your mind to new perspectives, especially around difficult topics like money or sales, it can open up doors of opportunity. You have to walk through it. You cannot just look at it and say there is a nice door and it is open. That is not how it works. Get in the door. Give it a shot and take a risk. I teach people to wake up and engage intentionally with the world. When you do that, you will be shocked at how many opportunities present themselves to create different outcomes."

How to Get Involved

Ursula Mentjes is the founder of Sales Coach Now, as well as a Sales Expert, Inspirational Speaker, Author and Certified Sales Coach who specializes in NLP to help her clients double and triple their sales. Sales Coach Now delivers a unique approach to sales training and coaching designed for ultimate retention and achievement. Sales Coach Now is based on one basic idea: that most sales professionals and entrepreneurs have not realized their full sales potential. Everyone has opportunities for growth, and even the most talented sales leaders benefit from ongoing training and support to reach their goals and potential. 

Discover how to transform limiting beliefs, make powerful shifts with intention and authentically serve (sell) your clients with my free pdf, "6 Secrets to Doubling Your Sales! www.salescoachnow.com/gift