A seasoned sales expert and entrepreneur, Brian Gillette is on a mission to transform sales culture through empathy and vulnerability. As the creator of the “Feel Good Close” methodology, he teaches sales professionals and business leaders how to ethically influence others by genuinely caring about their goals and challenges. Brian draws on his background in enterprise sales and acting to help clients overcome rejection and build authentic relationships.
How can IT leaders effectively “sell” technology initiatives to executives? In this insightful conversation, sales expert Brian Gillette shares his “Feel Good Close” approach, emphasizing empathy, curiosity, and genuine interest in helping others achieve their goals.
Learn practical strategies for overcoming rejection, building trust, and positioning IT as a strategic business partner rather than just a cost center. Empathy and building strong customer relationships are at the core of this approach. By understanding executives’ needs, IT leaders can better demonstrate the business value of IT and influence executives effectively.
Strategic partnerships and focusing on customer service are essential for demonstrating value and aligning technology initiatives with business goals. This method ensures IT is seen as a key player in strategic business decisions.
MSPs forget they’re primarily customer service businesses.
00:00 – Introduction and background
03:45 – MSPs and customer relationships
07:23 – The “Feel Good Close” sales philosophy
13:04 – All jobs promote to sales
18:50 – Using empathy instead of fear in sales
24:50 – Overcoming imposter syndrome
29:40 – Demonstrating business value of IT
34:18 – Dealing with rejection in sales
40:50 – Personal growth and goal-setting
43:48 – Pros and cons of starting an MSP
46:25 – Transitioning to IT consulting
49:53 – Defining your career goals
51:28 – Closing thoughts
