Why Discovery is the Real Close (MSP Sales Training) скачать в хорошем качестве

Why Discovery is the Real Close (MSP Sales Training)

▸ Get My Free MSP Sales Toolbox: https://msp.sale/yt-toolbox ▸ Join My Newsletter for Weekly Sales Strategies: https://rayjgreen.beehiiv.com Hey, I’m Ray Green. I’m a strategic growth specialist for B2B companies. Since this is social media and anyone can claim anything, here’s a quick rundown of my background: Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where I doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more. Former CEO operator for several investor groups where I led turnarounds of recently acquired small businesses. Founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com Sales & Sales Management Expert in Residence at the world’s largest IT business mastermind. Founder of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com Discover why most MSP deals are actually won or lost during the discovery phase, not at the close! In this video, I break down how to engineer your discovery process to address objections before they even come up. I'll show you how to plant the seeds early by asking strategic questions that uncover pain points, buying motivations, urgency levels, and decision-making processes - then use their own words as your most powerful rebuttals later. Instead of scrambling to overcome predictable objections like "it's too expensive" or "we're not ready yet" at the end, you'll learn to reverse-engineer these concerns into discovery questions that make closing feel natural and almost anticlimactic. I'll walk you through my proven 4-step process to transform your discovery from a technical fact-finding mission into the real close of your deal CHAPTERS: 00:00 - The Importance of Discovery in MSP Sales 01:43 - How to Think About Discovery 04:59 - The Cost of Avoiding Objections Until the End 06:16 - Proactively Addressing Objections During Discovery 07:28 - Steps to Engineer Your Discovery Process 10:42 - Capturing and Leveraging Discovery Information 13:32 - The Role of Discovery in the Sales Process 14:34 - Additional Resources and Closing Remarks