Episode 62 - From Zero to $20 Million in Six Years (w/ Juan Fernandez)

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.comBrian'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