Nick Wolf has heard that from hundreds of them.

As employee #15 at Datto, Nick went on to close more than 750 MSP partners. At one point, he went 12 months without losing a single one of 160 active partners.

What was behind that kind of performance?

It wasn't some magic sales trick.

It was how he built relationships, paid attention to details, and made sure people knew why he was calling.

In Episode 63 of The MSP Sales Podcast, Nick and I get into:

→ Why your prospects probably don't see your MSP as different → How to make outbound calls that have an actual reason behind them → Why the handoff after the sale can make or break the relationship

Nick has worked his way to the top at multiple companies in the MSP channel. There's a lot to learn from how he does it.

🎧 Episode 63 is live.

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Learn more about Nick Wolf via his LinkedIn. Learn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.com Brian's book "How To Sell a Sh*tload of Managed Services (without selling your soul)", is now available in both hard-copy and audiobook format! It’s your roadmap to build repeatable growth, higher margins, and stronger client relationships without compromising values. Get it now at Amazon.com https://a.co/d/hJKoFxg

Most MSPs say they don't want to compete on price.

Then they spend the entire sales conversation talking about technology, comparing stacks, and trying to prove why they're worth more.

Juan Fernandez took a very different approach.

He built an MSP from zero to $20 million in six years by focusing less on what he was selling and more on whether he could actually solve the client's problem.

In Episode 62 of The MSP Sales Podcast, Brian Gillette sits down with Juan, Chief Encouragement Officer at MSP As A Service, to break down how he thinks about discovery, pricing, positioning, and winning the right clients.

They dig into: → How to find out if there's actually a fit before you start pitching → Why "fake yeses" happen in discovery → Why most objections and "no's" walk into the meeting with you → How Juan uses a "soft close" built around guaranteed outcomes

The bigger lesson?

You don't have to win the price fight if you stop putting yourself in one.

If you're tired of price objections, stalled deals, and prospects treating your MSP like every other IT provider, this conversation will give you a very different way to think about how you sell.

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Learn more about Juan Fernandez via his LinkedIn. Learn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.com Brian's book "How To Sell a Sh*tload of Managed Services (without selling your soul)", is now available in both hard-copy and audiobook format! It’s your roadmap to build repeatable growth, higher margins, and stronger client relationships without compromising values. Get it now at Amazon.com https://a.co/d/hJKoFxg

If you look under the hood of a stalled MSP sales call, you will often find a parts list. Backup cadence. Delta files. Portal logins. The client is nodding, but nothing is landing.

That is the lowest level of connection. It leads straight to the price objection, and you have nothing left to say.

In Episode 61, Brian Gillette closes out the Feel-Good Close Foundations series with pillar three: build connection. This solo lecture centers on the connection chart. The shift is simple. Stop explaining what the service does. Start speaking to who the client wants to become.

→ Buyers see MSPs at the convenience or need level, so price gets questioned

→ Empathy in discovery is the antidote to FUD

→ Put the prospect in the driver's seat and act as the guide

This one is for MSP owners and sales leads who keep losing the conversation at price. You will leave knowing where your buyer sits on the chart.

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Learn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.com Brian's book "How To Sell a Sh*tload of Managed Services (without selling your soul)", is now available in both hard-copy and audiobook format! It’s your roadmap to build repeatable growth, higher margins, and stronger client relationships without compromising values. Get it now at Amazon.com https://a.co/d/hJKoFxg .

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