5 Signs You Should Walk Away From A Prospect FAST

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There’s an old sales manager’s story originated by self-made insurance billionaire W. Clement Stone in his book, “The Success System That Never Fails,” about the failing salesman who goes in to see Clem, his...

How To Sell To A Bunch Of Customers, All At Once, In The Most...

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Old sales joke: A guy shows up for his first day on the job as a life insurance agent and brags that he’s the best salesman in the world and will quickly put all...

Are MSPs Working Far Harder Than They Should To Make The Money They’re Taking...

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As I’ve often said, top line is for vanity, bottom line is for sanity. But how much do MSPs really make? To answer this question, we conducted an income survey of the readers of...

How Your Employees Are Screwing Up, Sabotaging, And Sinking Your Marketing Efforts — And...

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Earlier this year, I bought a beach house on the Florida panhandle in an area that the locals call “30A,” which is the name of the road running through all the little beach towns...

Eliminate Sales Objections FAST By Getting A Prospect To Trust You

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It is my firm belief that one of the biggest reasons MSPs fail in marketing and sales is because they grossly underestimate the difficulty of getting a new client and automatically assume people will...

A Great 20-Minute Phone Call Is The Difference Between A New Client And A...

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When I was running my MSP, the 20-minute phone call was where my sales team slipped up the most. Like you, we had a good reputation, provided great service and our clients were willing to back up...

Negotiate Like A Pro: 3 Steps To Finding Out If You’ve Left Anything On...

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“How do I know whether I’ve gotten everything I could have out of a deal?” This is one of the most common questions people ask me. To be fair, it’s a great question — and...

How To Know If The Salesperson You’re Interviewing Is Truly MOTIVATED

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Jim Rohn used the Bible story about the talents to make the point that we should not waste the talents we’ve been given, no matter how meager. They should be invested in, developed, and...

How To CLOSE Your Prospects Within One Week Of Meeting Them

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Does Your Sales Process Lack Urgency? Are You Losing Prospects Just Before They Make It Across the Finish Line? If your sales process is perfect and you are converting all the clients you need: Pat...

How To Know When A Prospect Is Playing You For A Fool

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There are some people you ought not sell to. The cheapskate who is going to fight you over every invoice and every recommendation and who will NOT thank you for the services provided. Close...