Best Practices For Professionals: One Day That Changed My Sales Career

By Gary Pica, President and Founder, TruMethods LLC

In his last series, Gary Pica focused on increasing managed services practices sales. In this four-part series, he shifts the focus to best practices for individuals that will make a positive impact on your businesses. Each week, Pica challenges you to examine your own systems, methods — and habits — and consider changes, if needed, for the better.

I want to share a personal story about a sales meeting that changed the way I sold recurring review. I have personally been on more than 1,400 MSP sales meeting and have built a sales process that is utilized by MSPs all over the world. However, I remembered one sales call when everything changed for me.

I had been selling some recurring revenue but was not able to get consistent results. During this particular sales meeting the prospect gave me some good feedback and agreed to set up a next meeting … then something clicked in my head, and I sat back down and stared at him. He said, “What’s up?” I said, “Jim, we are three weeks into the process and scheduling more meetings. Are you going to do business with us? I mean at this point you must have a good idea of what you want to do, but I can’t tell.”

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