In this episode, we tackle a challenging sales scenario: how to effectively sell against an incumbent or competitor MSP that your prospect already likes. Learn how to qualify the relationship early, stay in control of the sales process, and highlight your unique value without criticizing the competition
Chapters
00:13 – Selling against a liked or incumbent MSP competitor.
01:40 – Qualifying the opportunity and understanding relationship dynamics.
05:42 – Asking open-ended qualifying questions.
06:21 – Discovering why a prospect is exploring options without criticizing competitors.
08:48 – Acknowledging competitor strengths while highlighting your unique future vision.
11:08 – Embracing the idea of not being the right fit to build trust.
12:00 – Focusing on future security and productivity trends to give a reason to change.
16:13 – Using third-party articles to reinforce your value.
17:06 – Addressing the psychology behind human resistance to change.
20:53 – Focusing on the core drivers of buying: problems and desires.
21:24 – Explaining the customer onboarding journey and the four phases of sales.
23:49 – Walking away early from low-chance deals to save time.
25:00 – Inspirational closing story about John Parry’s charity walk.
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