There’s nothing magical about closing MSP sales, or Jedi mind tricks.
Pearl Lemons Sale’s MSP sales training is based on honesty, integrity, and belief. Education, inspiration, and consistent processes are what it’s all about when it comes to educating prospects and customers.
Success is simply the result of belief plus process.
We guarantee that if you follow the guidelines around our sales process and believe in what you do, what you offer, and what you do, you will succeed 100 percent of the time. Particularly, your beliefs should be based on proactive measures that produce real results for your customers.
Each MSP salesperson should know a few sales techniques as part of our sales process.
Create an image
Find out where prospects are with technology when you meet with them. Find out what they are trying to accomplish. Highlight what is working for them. Next, paint a contrast between your customer’s results and the one you provided in broad strokes – do not provide any specifics.
The problem isn’t the problem
Many prospects believe that they know the reason why they are experiencing pain, but they are often mistaken. These pains are always the result of flawed processes. You, as an MSP salesperson, are responsible for training the client to think process-oriented throughout the sales process. Using this technique, you’ll be better equipped to share your roles and processes during your presentation.
Give them the opportunity to sell you
The idea of being sold is not appealing to anyone. In the long run, prospects will treat you like a salesperson if you spend all your time telling them and selling to them. Become curious instead. In order to determine how the issue will affect the business, ask questions to clarify the issue. Customers make the best decisions when they are given the opportunity to ask questions. Encourage them to buy from you.
Don’t sell like you’re going to lose the sale
In sales meetings, if you hold an egg in your hand, you will be unable to make sales. Avoid losing sales just because you are afraid of losing them. Don’t be afraid to ask tough questions to find out what you need to know. You can keep your salespeople on track by defining your sales process.
Make a decision that is core to your business
You should ask a prospect questions about their business and technology as soon as possible during the first meeting so you can figure out what is the prospect’s core business decision-maker.
During every first appointment you participate in, your top goal should be to determine the core business decision. Obtain the prospect’s agreement once you have discovered their decision. You cannot expect a prospect to switch unless both parties agree on the core business decision – it’s just that simple.
There is no need to worry about going wrong with the TruMethods sales process if you follow it properly. With the techniques above, you are on the path to becoming a Technology Success Provider (TSP) and will close more deals, generate more MRR, and become a more successful company.
