This is the final part in our discussion of the book Gap Selling. The last 'Truth Bomb' is that no one gives a BLANK about you...

Where are they today? Do you know their current state? Do  you really know it? And do you have a way to show them the difference between that and where their future state can be? 

This is something you have to deeply understand in order to get the sale that generates the most MRR. Listen to learn how.

In this episode we talk about the word you have to understand the answer to. It's everything!

If you want to close the sale, this is a word you need to know how to ask and how to extract the right answers. 

To get people to change and say yes, you need to make it emotional. Change is an emotional decision. In this episode we dive into how to manage and trigger emotions in the sales process to get people buying.

People buy change but they also hate to make a change. This makes it very hard. But it doesn't have to be. Here's how to fix that. This is part 4 of our series.

Listen live every Friday at 2pm EST on the audIT Facebook page or Youtube channel. 

Ultimately, people are buying change. This is part 3 of our series.

The more value, the more money and easier it is to make the sale. This is part 2 of our series.

Frank and Mike talk about what MSPs should be focused on when selling. This is part 1 of a multi-episode discussion.

Problem… agitate… solve… 

It’s a tried and true technique I first learned about from Dan Kennedy many years ago. The idea is to bring up the problem/pain. They agitate the daylights out of it. Think about this as picking a scab then pouring a bunch of salt into it. 

It’s simple taking the problem/pain and talking about how it’s even worse than they thought. Then, you reveal your solution. Which is the answer to the problem/pain. 

If you do a great job of getting them to see the problem and feel the pain, they will really want the solution and want it right now. The stronger and more obvious you make the problem/pain, the more their desire goes up. 

It's the Friday before a holiday. So Frank and Mike are having drinks while sharing all the details of the brand new Rapid Assessment category and template live now in audIT.

This is a great tool to use in getting prospects to set an appointment. Then quickly closing them to a deeper assessment.