Each week I am covering one step to Mastering The Sell, an ongoing series that explores how to transform the process of selling to achieve champion level results. Make sure to go back to the original article titled the Sale Vs The Sell. Each of the articles in the series can be found there.
Are you a phony?
Last week we covered step 1 of Mastering The Sell. If you’re not excited about what you sell, make sure to head back to that blog post and read it first.
The next thing towards Mastering The Sell is to be real. Selling is an act of love.
Last week’s blog article was about sales vs sell. It was the first in a series called; Mastering The Sell. In this and the upcoming articles in this series, I will go over each of the steps to Mastering The Sell.
Pre-step: Be a listener
It’s the most important skill in sales.
Sales is in my title. But it’s not what I do.
‘Sales’ is a noun. ‘Selling’ is a verb.
When you make a sale, you’ve acquired something. You acquire a thing. A noun. You have money (your pay/revenue).
When you are selling, you are doing.
Are you doing regular business reviews with your clients? If you’re not, you’re leaving the door open for a competitor to swoop in and steal them. Plus, you’re also leaving money on the table.
Selling doesn’t end when you close a client. Business reviews are an important part of the sales process.
My wife has been working for the same company for years. She’s a hard worker and good at what she does.
She’s also grossly underpaid and overworked. She’s the kind of worker who will do whatever she is asked even if it means her working nights and weekends to get it done.
Listen to the podcast episode here
Problem… agitate… solve…
It’s a tried and true technique I first learned about from Dan Kennedy many years ago in his book The Ultimate Sales Letter. The idea is to bring up the problem/pain. Then reveal just how bad that problem/pain is by agitating the daylights out of it.
Listen to the podcast here
audIT founder Frank DeBenedetto was recently a guest of Robin Robin’s from Technology Marketing Toolkit. On the webinar, Robin shared her new marketing campaign for her 10-minute call.
The webinar was titled: How To Nail The “10-Minute Call” With A New Prospect To Guarantee The MSP Close.
Listen to the podcast episode here:
I had the privilege of being joined by 3 great MSPs and audIT users. They joined me to talk about selling IT services and how they are using audIT.
The panel:
Paul Havens – CEO of IT Haven
Angel Rojas – CEO of DataCorps Technology Solutions
Bob Coppedge – CEO of Simplex-IT and author of two books on Co-Managed IT services
You can see the full video interview at the end of this blog post.
Listen to the podcast episode here
Here it is, the top question(s) we get asked at audIT. It’s usually the first question out of the mouth of an MSP looking into audIT.
They are:
Does audIT scan the network?
Does audIT pull in data from other tools like Rapid Fire Tools?
How does the data get into audIT?
But the interesting part of these questions is MSPs ask it for different reasons.
