Why most MSP’s Suck at Selling – ITPN-EP014

Most MSP's and specifically MSP Owners suck at selling!   There I said it!  At one time I identified myself with the majority of the issues that this podcast addresses.  But not anymore and I am going to show you how you can improve at selling in your own MSP.   I am going to show you how to suck less!

The way I see it there are at least five things that cause MSP's to suck at selling:

They are always chasing the shiny new object.
Vendors are always trying to get us to expand our portfolio,  tool vendors are always trying to convince us that a new tool will solve the problem.  Not always the case.
They don't know how to conduct a proper sales call
What is your objective for the meeting?  Do you have an outcome in mind?
They fail to plan for the sales event
Did you do your research?  Are you prepared to speak to the prospect?
They have no formal sales training, process or metrics
I know you know all about patching but have you invested in learning sales techniques and methods
They are doing too many one off sales events
Are you cold calling or worse patching computers?    Spend your time doing one to many activities

In this episode, we will talk about ways to improve these shortcomings along with how to sell at the top of the buying ladder.   I will also share with you some of the metrics I use to measure my sales team and what you can expect when you start measuring your efforts.

I forgot to mention a great book to help you build rapport in the first two minutes of your sales call.  It is How to Make People Like You in 90 Seconds or Less by Nicholas Boothman.  Let me know your thoughts on the podcast and the book.  I  would love to hear other ways you think we can suck less!

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