Episode 61 - Utility vs Asset: Selling Who They Become in MSP Sales
From The MSP Sales Podcast · 37:38
Show by Brian Gillette
If you look under the hood of a stalled MSP sales call, you will often find a parts list. Backup cadence. Delta files. Portal logins. The client is nodding, but nothing is landing. That is the lowest level of connection. It leads straight to the price objection, and you have nothing left to say. In Episode 61, Brian Gillette closes out the Feel-Good Close Foundations series with pillar three: build connection. This solo lecture centers on the connection chart. The shift is simple. Stop explaining what the service does. Start speaking to who the client wants to become. → Buyers see MSPs at the convenience or need level, so price gets questioned → Empathy in discovery is the antidote to FUD → Put the prospect in the driver's seat and act as the guide This one is for MSP owners and sales leads who keep losing the conversation at price. You will leave knowing where your buyer sits on the chart. -------------------------------------------------------------------------------------------- Learn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.com Brian's book "How To Sell a Sh*tload of Managed Services (without selling your soul)", is now available in both hard-copy and audiobook format! It’s your roadmap to build repeatable growth, higher margins, and stronger client relationships without compromising values. Get it now at Amazon.com https://a.co/d/hJKoFxg . . #MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #MSPSalesTraining #SalesProcess #BusinessStrategy #BusinessGrowth #MSPMarketing #SalesTraining #LeadGen
More episodes of The MSP Sales Podcast
More episodes
- Episode 67 - Selling Atmosphere: How One MSP Won the Hospitality Market (w/ Brett Prieto)
- Episode 66 - From $700K to $14M: 16 Years Selling for One MSP (w/ Mike Herrington)
- Episode 65 - Why Nobody Is Buying Your Managed Services
- Episode 64 - Money and Time: How to scale through the different phases of MSP Growth
- Episode 63 - How 750 Closed MSPs Taught Me to Stop Churn (w/ Nick Wolf)
- Episode 62 - From Zero to $20 Million in Six Years (w/ Juan Fernandez)
- Episode 60 - Sausage Making: The MSP Sales Habit That Kills Trust
- Episode 59 - One of Three: Why Great MSP Closers Still Lose
- Episode 1 - Shifting the MSP Sales Mindset
- Episode 2 - When MSP Sales Training Falls Short (w/ Guest: Robert Gillette)
PodSearch is a free, independent podcast search engine. Read about PodSearch, the privacy policy or contact us.