EPISODE · Jan 3, 2026 · 12 MIN
#71 – BMK Quick Takes: The Order of Selling Every MSP Must Know
from The BMK Vision Podcast · host Josh Peterson
In this BMK Quick Takes episode, Josh Peterson teaches the most important—and most misunderstood—sales principle in the MSP industry: the correct order of selling. Josh explains why selling yourself first, your company second, and your services last leads to stronger trust and better outcomes. He also breaks down the four essential components of a First-Time Appointment: budget, timeframe, next steps, and referral confidence. What We Cover • Why emotional trust drives nearly every buying decision • How to structure curiosity-driven discovery • The true order of selling for MSPs • Establishing budget using revenue-based benchmarks • Helping prospects commit to a realistic timeframe • Securing next meetings professionally and consistently • Making referral requests feel natural and confident Subscribe & Follow BMK Vision YouTube: https://www.youtube.com/@beringmckinleyvision?sub_confirmation=1 Vision Operating System: https://beringmckinley.com/vision Apply to Be a Guest: https://beringmckinley.com/blog
What this episode covers
In this BMK Quick Takes episode, Josh Peterson teaches the most important—and most misunderstood—sales principle in the MSP industry: the correct order of selling. Josh explains why selling yourself first, your company second, and your services last leads to stronger trust and better outcomes. He also breaks down the four essential components of a First-Time Appointment: budget, timeframe, next steps, and referral confidence. What We Cover • Why emotional trust drives nearly every buying decision • How to structure curiosity-driven discovery • The true order of selling for MSPs • Establishing budget using revenue-based benchmarks • Helping prospects commit to a realistic timeframe • Securing next meetings professionally and consistently • Making referral requests feel natural and confident Subscribe & Follow BMK Vision YouTube: https://www.youtube.com/@beringmckinleyvision?sub_confirmation=1 Vision Operating System: https://beringmckinley.com/vision Apply to Be a Guest: https://beringmckinley.com/blog
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#71 – BMK Quick Takes: The Order of Selling Every MSP Must Know
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