{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Evolved Radio","title":"Sales Tips for Technical Owners - ERP144","html":"<iframe width=\"100%\" height=\"180\" frameborder=\"no\" scrolling=\"no\" seamless src=\"https://share.transistor.fm/e/afe2dbbe\"></iframe>","width":"100%","height":180,"duration":3029,"description":"Brian Gillette took his first MSP job as VP of Sales and had to ask what MRR stood for. \n\nThree years later that company had grown from about $700K to over $2 million in recurring revenue, and he did it without a marketing budget. Before MSPs, he was an actor in LA, which is where he learned to hear no at audition after audition and keep his self-worth out of it. \n\nToday he runs Feel-Good MSP, hosts The MSP Sales Podcast, and wrote How to Sell a Shitload of Managed Services (Without Selling Your Soul). His approach, the Feel-Good Close, is built for technical owners who hate the idea of being a salesperson. \nWe’re talking about why fear-based selling stopped working for MSPs and what replaces it when the person running the process would rather be fixing a server.\nThis episode is brought to you by Opsleader Pro. A place for MSP owners and managers to get the systems and tools they need to build a stable and growing MSP. Part group coaching, part peer group, everything you need to run a successful MSP.\n00:00 Brian’s Origin Story\n01:34 Prospecting Tiers Ranked\n04:25 S Tier Video Outreach\n06:07 Stop Selling Features\n08:49 Translate Stack to Outcomes\n10:51 Differentiate the Effect\n18:34 Handling We Have IT\n24:20 Beyond Fear Based Selling\n26:16 Risk Without Fearmongering\n28:20 Why FUD Breaks Trust\n30:36 Grit Beats Natural Talent\n33:42 Sales As Repeatable Systems\n38:57 Networking SOPs That Work\n41:57 Three Cs For Rapport\n43:35 Smooth Sales To Onboarding Handoff\n47:39 One Action For Next Week\n49:26 Closing Mindset And Encouragement","thumbnail_url":"https://img.transistorcdn.com/O2_WYcrs3PTn4-vV0ONVRjJR63YTY0Gw23IDrBiDOe8/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS85N2Q3/OTkwMDUxMDZjZGU4/NWJkMTFiMWExZDk3/MTAzZS5qcGc.webp","thumbnail_width":300,"thumbnail_height":300}