Chris WiserSerial Entrepreneur and MSP Growth Catalyst

Mastering Sales Necessities Over Prices for MAXIMUM Profit!

Name: Mastering Sales Necessities Over Prices for MAXIMUM Profit!
Uploaded: 2024-11-26T16:20:34Z
Channel: Chris Wiser
Description: Chris Wiser argues that sellers—particularly of cybersecurity and managed security products—should stop competing on price and instead position offerings…

26 Nov 2024

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Chris Wiser argues that sellers—particularly of cybersecurity and managed security products—should stop competing on price and instead position offerings as necessities. He emphasizes framing services (e.g., CSRA, managed security) as essential to customers’ operations, referencing MSPs that move clients from break/fix thinking to necessity-based purchasing.

The key is to not make the product or the service all about price. Because even with the csra, that's your cybersecurity risk assessment or the actual managed security product, whatever you're selling can't be commoditized, can't be about the product, it can't be the price point making the decision. It's we have to put these things in. And then your whole point of these sales process is to get them to understand this is why you need this. And this is now a necessity, not just a oh, this would be cool to have to maybe make our business more efficient kind of thing, which is the old way that we all used to do it. So that's my recommendation to go back to break fix this. You know, we have hundreds of MSPs in our elite program. This is exactly what they do. Coming in break fix or fully managed. Yeah, no, I think that's so true.