Living Large, Lying, or Laughing

By Steve_Noel
In MSP Coaching
July 25, 2012

Article By Steve Noel

As many of you know I have taken a new position recently.
Now I’m not going to use my blog here to tell you how amazing Axcient is from
the top down, but I have never been so impressed with any group of people. Instead
I’m going to share my thoughts and feelings of jumping into the shark tank.
Axcient has a fairly new partner that has just taken off
doing a huge number of placements. They want to bring the entire sales and executive
team up to speed to really drive these numbers. Guess who gets to present to
them? That is right, yours truly.
Now this doesn’t present much of a problem for me for
several different reasons.

  1. 1.      
    I love to present, I can’t wait to get started.
  2. 2.      
    I’m a geek, I have learned a lot about the product
    technically already.
  3. 3.      
    I came from the VAR space, I know the needs for
    Backup, Business Continuity, and Disaster Recovery.

So to sum it up, if you have knowledge, know how to apply
it, and like doing it, you can’t miss. Do you take this approach when you sell?
I say sell, because even though I’m talking to a partner, I’m selling them on
selling us. Everything is sales. Now I didn’t feel this when I was a wet behind
the ears technician trying to get all my errands run between service calls…but
I learned…I learned.
As I have said before, sales is about confidence. If you
have confidence in whatever you are selling, you have just made your sales
process much easier. Hardware, software, or yourself.  If you don’t have confidence, why? Which of
the elements are you missing?
Repeat after me, I have the knowledge about my solution, I
know how my prospect will use it to solve their issues, I believe I will do my
best for the client and my employer. If you can say that line without either
laughing or lying, you’re living large.
If you aren’t running to get in front of the next new group
to talk to, maybe you need to think about a career change…

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Author: Steve Noel