[137] How MSPs can Overcome Their Fear of Sales and Win Clients

In this episode, Richard Tubb speaks to sales expert Danny Boyle, author of "Sell More, do Less, an MSP and IT Specialists' Guide to Better Sales Calls.” Danny’s a sales leader with a proven history of success in driving step change growth for cloud software brands in the IT industry. He shares his advice on how MSPs can become comfortable with selling.They talk about Danny’s background, how he got started in the IT space, who Ninja One are and what Danny does there. Richard asks Danny what inspired him to write a book and why now.Danny and Richard also dig into sales tactics and how to do better with selling. They look at the reasons why MSPs struggle with sales, the skills you need, and why Danny believes anyone can sell.Danny also shared the biggest mistake MSPs make when they think about selling, his BANK OUT process and the structure and cycle of sales. He also explains why he thinks he has such a high closing rate.Plus, Danny tells Richard how studying psychology and sociology taught him how to build better relationships and who he considers as mentors in the IT space as well as what he does in his spare time.Mentioned in This EpisodeMSP Expert Rick YatesPsychologist Jordan B. Peterson Book: Bob Burg: The Go GiverMSP Expert James Steel