Selling is what I do best. I’ve been doing it for several decades and still get excited whenever I make a sale — no matter the size of the deal. While selling is in my blood, I realized many years ago that selling didn’t come easy for everyone, especially...
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If you’ve been a TruMethods member for a while, you’re more than likely in the process of creating your sales plan for 2022. In fact, if you’re a World Class MSP, you probably already have a plan ready to go for the new year. But if you’re new to...
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Operating your business at the seat of your pants is a recipe for disaster, as many of us can attest firsthand. But, the same goes for running sales meetings with your salespeople. Without a well-defined structure in place, a sales meeting will produce nothing meaningful and waste everyone’s valuable...
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If a prospect tells you that he or she has “got a guy” for IT, you’re not dead in the water. It’s just another objection for you to overcome. As a salesperson, you’re used to objections by now, aren’t you? In fact, you’ve probably heard many of the common...
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An important concept for MSP salespeople and business owners to grasp and understand is that the majority of the sales process should be focused on the prospect. Once in a while, you can slip into making the process about you and your own company. For example, if you are...
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Building and maintaining a well-organized prospect database takes hard work and dedication, but over time, your salespeople will reap the benefits. But in order for them to do that, they’ll need to know where their leads are in the sales process at all times. I cannot stress enough how...
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The TruMethods sales process is a framework we built from years of sales experience. MSP sales success isn’t about buzzwords, magical closing techniques or Jedi mind tricks. The TruMethods sales process is about truth, sincerity and belief. It’s about educating prospects and customers on how to look at technology,...
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Landing your first few clients isn’t easy, but the more confident you become in yourself and your business over time, the more clients you’ll acquire. To move the needle initially, you’ll need to develop an offering to test and look for prospects in the right spots. Finding yourself takes...
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To be able to successfully execute your MSP sales plan for the year, your sales engine needs to be running at peak performance. If it’s not, it’s probably time for a sales engine tune-up — and just like any tune-up, there’s a sales checklist to follow to ensure everything...
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When it comes to selling the value of the Technology Success Process to prospects, we stress to TruMethods members the importance of simplifying the sales process. Remember: Simplicity equals success. Over-complicating the sales process by focusing on the bottom of the value stack — pricing, technical issues, etc. —...
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