Tuesday, April 16, 2024

MSP Professional Sales - 5 week class starts April 23rd

The MSP Professional Sales Program - 5W22

Taught by James Kernan

Five Tuesdays - April 23 - May 21

Register Now - Only $399

All classes start a 9:00 AM Pacific

Want to master MSP sales? 

Do you want to stand out from your competitors and win more Monthly Recurring Revenue (MRR)?  How about winning more business from existing customers and becoming “sticky” so you are the top-of-mind partner when opportunities arise?  By using the “Value Based Selling” sales process you will be more successful in sales!

This course will give you your own Sales Playbook template that you can customize to make your own. Get everyone on your team following the same blueprint to success!

We will help teach you how to get leads from your strategic partners and how to run more marketing campaigns for a fraction of the price of your competitors.  We will give you our Annual Marketing Plan template so you can develop your own series of campaigns that will work in your local geography.

Whether you are an owner operator that wants to improve your sales skills, or one who is starting to hire a team, you need a sales process for ALL to follow.  In this course you will learn the “Value Based Consultative Sales” process. This is an 8-step process that will help you quickly move from qualifying to closing.  Then more importantly, keeping the customer for life with QBR’s (Quality Business Reviews)

We will give you over 10 (ten) handout exercises that will help you create your own Sales Playbook, Annual Marketing Plan, Sales Process, Qualifying Process, and more!

Furthermore, we will teach you what to do when the customer says no to your recommendations by giving you tips and techniques to win the deal.  Other documents provided are Denial of Services Letter, Letter of Understanding, Assessment Presentation template, QBR Checklist and USP.   We will help you stand out from your competition, by helping you develop your unique selling proposition.

Weekly Agenda:

1. What is Value Based Selling?

  • Why value-based selling is best
  • 5 principles of value-based selling
  • Matching your solution to their business challenge

2. Qualifying

  • Why you do not chase after every opportunity
  • 8 step process to qualify all opportunities
  • The power of NO

3. Sales Process

  • 7 step sales cycle
  • Emotional sales cycle
  • The customers buying process

4. Framework for Successful Sales Departments

  • Create your Sales Plan
  • Goals/KPIs
  • Compensation Plans
  • Sales Skill Training/Mentoring
  • Staffing the sales team

5. Negotiating/Closing

  • How to overcome objections
  • Trial closes
  • How to ask for the order
  • Letter of Understand technique

About James Kernan

James Kernan is the author of the 36 Month Millionaire Program, and recently published books, Leadership Essentials for Successful Executives and Business Tips. For the past 12 years, James has served as a Principal Consultant for Kernan Consulting and provides Coaching, Advising and Mentoring programs to entrepreneurs and leaders. Kernan Consulting offers One on One Coaching, CEO Peer Groups, M&A Consulting and online training programs.

James is a frequent speaker for TechSelect, CompTIA, XChange, Convergence, Robin Robins Bootcamp, HTG, Mastermind Peer Groups, SMB Nation, SMB TechFest, and Microsoft IAMCP events. He has been recognized and written up as an extraordinary “example of success” in industry publications such as CRN, Business Solutions, VAR Business, CRM Today, and Inc. Magazine.


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