Old School Sales for the Modern MSP

Selling hasn't changed. The people who do it forgot the basics.

You can know everything about firewalls, backups and cloud migrations and still lose the sale. Technology businesses are full of capable people who were never taught how to sell, and the work stays hard until someone shows them.

Old-School Sales for the Modern MSP is a practical guide for new salespeople, written by someone with more than 30 years in the field. It skips theory and gives you plain-spoken tactics you can use the same day:

• How to get past the gatekeeper and reach the real decision maker
• Why cold calls still work, and how to make them without dread
• Why a well-built presentation beats improvising
• The five reasons people don't buy, and how to address each one
• How to ask questions that lead buyers to their own conclusions
• How to handle objections, close with confidence and follow up without being a pest
• How to bounce back from a no and keep going
• How to sell IT services, physical equipment and intangible products, which each need a different approach

Drawing on classic sales wisdom from the trainers who shaped generations of salespeople, the book applies those lessons to the work of a managed service provider. Each chapter ends with a "Try this today" exercise. The appendices include a daily checklist, a question bank, an objection quick-reference and follow-up templates.

If you're new to sales, new to IT sales, or tired of losing deals you should have won, start here.