THESE ARE DOWNLOADABLE PRODUCTS – NOT PHYSICAL PRODUCTS
Includes 3 Killer Downloads!:
Download #1: The Best IT Sales & Marketing BOOK EVER! Audiobook (Delivered as a Series of MP3 Files)
The Best I.T. Sales and Marketing BOOK EVER! focuses on rapidly growing your MSP practice through effective sales and marketing techniques.
Following up on the success of The Guide to a Successful Managed Services Practice – What Every SMB IT Service Provider Should Know…; the definitive book on transitioning a reactive IT business model to proactively-delivered Managed Services, The Best I.T. Sales & Marketing BOOK EVER! focuses squarely on one of the most challenging aspects of running a successful I.T. practice – growing through effective sales and marketing.
At nearly 500 pages, The Best I.T. Sales & Marketing BOOK EVER! reveals how to successfully sell and market I.T. solutions and become a Trusted Advisor to your clients. Drawing upon Erick Simpson’s experience in helping Partners across the country transition to an annuity-based, proactive Managed Service delivery model, each phase of the I.T. Sales and Marketing process is addressed.
Broken down into logical sections, this book helps you choose your target market, determine your service offerings and develop your marketing message, as well as the methods by which to successfully deliver it. Follow-on chapters address hiring the right sales staff, as well as training, incentivizing and managing them for success.
Additional topics covered include appointment setting and conducting the first, second and third client sales appointments – all the way through closing the deal with the decision-maker. The downloadable content contains over 50 newly designed marketing collateral, case study and white paper templates, as well as a complete 17-page business-winning I.T. Solutions and Managed Services website design. Chock full of additional new tools and collateral, the downloadable material included with this title greatly enhances the value of ‘The Best I.T. Sales & Marketing BOOK EVER!’, and insures that this unique publication lives up to its name.
Download #2: Erick Simpson’s IT and MSP Sales Objection Crusher
Erick Simpson’s 6 page Sales Objection Crusher identifies the most widely used objections to IT and Managed Services and provides the appropriate response to overcome them and close the sale. This critical asset covers the following techniques and who to use them on to crush sales objections:
- The-Tie Down
- Agreement Unveiling
- The Alternate Advance
- The Written Close
- The Sharp Angle Close
- The 1-2 Combo Close
- The Uncomfortable Silence Close
- The “I Want to Think About It” Close
- The “It Isn’t In The Budget” Close
- 3 The Challenge Close
- The Reduction to the Ridiculous Close
- The Ego Close
- The Ben Franklin Close
- The “Cheaper Somewhere Else” Close
- The Guilt Close
- The Take‐Away Close
Download #3: Erick Simpson’s IT and MSP Sales Qualifying Questions Reference
Erick Simpson’s 3 page IT and MSP Sales Qualifying Questions Reference reveals the top 10 questions you should always ask a new prospect during your first sales meeting with them to qualify them for your products and services, and what to listen for in their responses. These questions are designed to provide multiple benefits during the course of their delivery. They are first geared to give you an understanding of what challenges a particular prospect may be facing today. The proposal you create for your second visit should be based on the challenges you uncover through this qualification process. The second benefit these types of questions allow is that they will help you increase your prospect’s buying temperature.