In episode 13 of MSP Insider, host Jeffrey Newton sits down with Jonathan Schofield, a no-nonsense sales pro in the IT services space, who tells it like it is about those painful moments when your prospect's eyes glaze over. Jonathan cuts through the BS about why your monologuing is killing deals, how to spot the exact moment you've lost someone, and his battle-tested techniques to snap prospects back to attention.
Key Topics Covered:
• The telltale signs your prospect has mentally left the building mid-pitch
• Jonathan's "pattern interrupt" technique that forces re-engagement (even if they don't want to)
• The mutual expectations framework that prevents tune-out in the first place
• Why most MSPs waste thousands on marketing "silver bullets" that never hit the target
• How to get brutally honest about who your ideal customer actually is (hint: it's not "SMEs with 20+ employees")
Timestamps:
0:00 - Introduction to sales engagement disasters we've all experienced
3:57 - The exact moment you realize you've lost your prospect's attention
8:18 - The pattern interrupt technique that works every time
14:53 - Why "accidental entrepreneurs" struggle with sales ownership
22:31 - Getting real about your ideal customer profile
31:05 - "Where thy prospect is, there thou shalt also be"
If you're tired of watching opportunities slip away as prospects check email during your pitch, this episode delivers the uncomfortable truths about what it really takes to keep decision-makers locked in during sales conversations in 2025 and beyond.
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