Student Login

Discount

62% Off

Featured Topics

Small Biz Thoughts is the training and content division of Great Little Book Publishing Co., Inc. Our programs are geared specifically for Managed Service Providers and SMB Consultants. Our focus on future trends has helped us build a reputation as a trusted source of practical how-to information and best practices for running your computer consulting business.

Designed and guided by Karl W. Palachuk, an author, speaker, and trainer who is well known and respected in the small business I.T. community. Karl has owned and built two successful MSP (managed service provider) businesses in Sacramento, CA. In all, he ran managed service businesses for more than eighteen years and he’s bringing that knowledge and experience to you.

Karl is the author of many books – including all of the best-selling books on managed services.

Money Back Guarantee

If you buy this program, or any Books or Seminars from Great Little Book Publishing, we Guarantee your satisfaction – or you get a 100% refund. Please see details.

RECORDED CLASS

MSP Professional Sales Certification Program – 5W22

Taught By:
James Kernan

Five 1-Hour Classes

Self-Paced

Most classes are taught live once per year.
If you enroll in this recorded class, you’ll also have access to future updates and can attend future live teachings for this class for free.

The MSP Professional Sales Certification Program - 5W22

Want to master MSP sales? Small Biz Thoughts has partnered with award-winning sales training company Kernan Consulting to offer the MSP Professional Sales Certification Program. This content-heavy, motivational program will reveal how top-producers succeed in 2021’s uncertain marketplace:

1. Bring new prospects into your pipeline
2. Shorten the sales cycles
3. Increase average deal size
4. Sell value so you do not have to compromise on price

Learn the industry’s best practices on the overall sales process from Prospecting, Qualifying, Needs Analysis and Assessments, Connecting your value proposition to the customers issues. Tips to get through the Sales Process faster and Closing the Deal!

The MSP Professional Sales Certification Program will include five live training sessions delivered in 60-minute classes. Designed for technology business owners, sales managers, and sales professionals, this training program covers industry best practices for selling contractual monthly recurring revenue.

Complete all 5 courses – receive MSP Professional Sales Certification certificate

The MSP Professional Sales Certification Program includes five 60-minute trainings. After completing all five sessions, you will receive a sales certification from Kernan Consulting. All five sessions will be recorded LIVE and delivered with a PDF workbook. For more information on James Kernan or Kernan Consulting please visit: www.KernanConsulting.com

Weekly Session Outline:

1. What is Value Based Selling?

  • Why value-based selling is best
  • 5 principles of value-based selling
  • Matching your solution to their business challenge

2. Qualifying

  • Why you do not chase after every opportunity
  • 8 step process to qualify all opportunities
  • The power of NO

3. Sales Process

  • 7 step sales cycle
  • Emotional sales cycle
  • The customers buying process

4. Framework for Successful Sales Departments

  • Create your Sales Plan
  • Goals/KPIs
  • Unique Sales Proposition (USP)
  • Compensation Plans
  • Corporate Marketing Leads
  • Sales Skill Training/Mentoring
  • Communication/Meeting Schedule
  • The Right Tools
  • Staffing the sales team
  • Documented Sales Process

5. Negotiating/Closing

  • How to overcome objections
  • Trial closes
  • How to ask for the order
  • Letter of Understand technique

About James Kernan

James Kernan is the author of the 36 Month Millionaire Program, and recently published books, Leadership Essentials for Successful Executives and Business Tips. For the past 12 years, James has served as a Principal Consultant for Kernan Consulting and provides Coaching, Advising and Mentoring programs to entrepreneurs and leaders. Kernan Consulting offers One on One Coaching, CEO Peer Groups, M&A Consulting and online training programs.

James is a frequent speaker for TechSelect, CompTIA, XChange, Convergence, Robin Robins Bootcamp, HTG, Mastermind Peer Groups, SMB Nation, SMB TechFest, and Microsoft IAMCP events. He has been recognized and written up as an extraordinary “example of success” in industry publications such as CRN, Business Solutions, VAR Business, CRM Today, and Inc. Magazine.

🙂

 

Module 1 5W22
Unit 1 Week One : Value-Based Selling
Unit 2 Week Two - Sales Qualification Process
Unit 3 Week Three – The Sales Process
Unit 4 Week Four – The Ten Step Sales Framework
Unit 5 Week Five – Closing the Deal