#14 – Don’t Be That Guy - MSP Sales Role-Play - Practice Wins (Ryan Alter)

Описание: If you’re not practicing, you’re guessing—and losing deals. In this “Don’t Be That Guy” session, Josh Peterson and former MSP owner Ryan Alter unpack practical, repeatable ways to role-play sales moments so your team reacts faster, handles objections with confidence, and books more meetings.

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Episode Description Ryan Alter (former MSP owner - co-host) and Josh Peterson break down how to build a sales practice culture that actually sticks—without awkwardness or wasted time. You’ll hear real scenarios from MSP life (gatekeepers, price pushback, “we love our current IT,” and post-call debriefs) and how to coach both junior reps and salty veterans.

👉 Why practice beats talent: moving from “trying not to lose” to “playing to win”
👉 Micro-drills that work: one objection, one outcome, 10 minutes, done
👉 Gatekeeper strategies that avoid the receptionist altogether (social proof, intros, and LinkedIn outreach)
👉 After-action reviews: the simple, non-judgment framework that improves every call
👉 Cross-team role-plays: dispatch, security tabletop, interviews—sales isn’t the only place to train
Natural keywords: MSP sales training, objection handling, gatekeeper strategies, cold calling scripts, discovery meeting recap, sales coaching.

Visit https://beringmckinley.com for more MSP resources.

🔗 Resources & Links
• Ryan Alter – Silverstream AV: https://www.silverstreamav.com
• Bering McKinley MSP Consulting: https://beringmckinley.com

⏱️ Chapters
00:00 – Why role-play (and why most teams avoid it)
00:45 – Meet co-host Ryan Alter & sales practice mindset
02:22 – Realistic scenarios - theory: how to frame the drill
04:29 – Athletes train 90% of the time—what about sales?
05:37 – The “ring-ring” drill and breaking awkwardness
07:58 – From “I’d say…” to actually saying it out loud
09:33 – Bold openings and memory-making moments
10:36 – After-action reviews that don’t turn into rambling
12:47 – Coach with questions, not “what I would’ve said”
17:53 – Prospecting focus: getting past the gatekeeper
20:32 – Warm paths to cold doors: intros and LinkedIn
23:34 – Junior rep practice: writing the outreach together
25:27 – The five objections you’ll hear on every call
27:43 – Yes, veterans must practice too
31:24 – Selling outcomes when you don’t know the tech
34:21 – Discovery openers that humanize the convo
38:02 – Train reactions like F1 pit crews—micro-drills
39:38 – Weekly cadence: one micro-moment at a time
41:32 – 1:1 vs group role-plays (and when to mix)
44:39 – Security tabletop & cross-dept simulations
49:23 – Add surprise players: the CTO walks in
50:47 – Book a session & where to watch replays

🔍 Primary Keywords
msp sales training, sales role playing, objection handling, gatekeeper strategies, after action review, cold calling scripts

🔍 Secondary Keywords
sales coaching framework, discovery meeting debrief, socratic selling, interview role play, security tabletop exercise, dispatch training

#️⃣ Hashtags
#beringmckinley #bmkvisionpodcast #msp #managedservices #salestraining #roleplay #objectionhandling #coldcalling #mspsales #gatekeeper #salescoaching #businessdevelopment #discoverycall #tabletopexercise #dispatch