Sales is a critical part of the growth and success of any MSP. However, just because someone’s job title has something about sales in it doesn’t mean that person has all of the skills necessary to actually sell. As Alex Rogers, CEO of CharTec says, “People aren’t born sales superstars; it takes dedication, work, and training to refine a sales person.”
When it comes down to the sales process, we all have things that we “say” work, things that we live by, but are they documented? How about the training aspect of it? Are you just giving your new salesperson a phone book and telling him or her good luck? Sales is much more about the process than it is luck. After years of refining the sales process, experts realized something that marketing has known for years… it’s a game of touches. The more you “touch” or reach out to a client, the greater your chances of closing the sale. But after you get the appointment, then what? This is where the CharTec Sales Process kicks in.
We have defined 5 critical steps to selling success for MSPs:
Research— You need something other than technology to talk about, so do your research! Look on Facebook and LinkedIn and see who you and your prospect are both connected to, what your common interests are. Check them out on Google and see what comes up. The more you know about them, the easier the conversation will be.
Warm-up—It’s difficult to just jump in and start selling. You need to warm up to it. Once you know a little about your prospect, start with conversations that are open ended and meaningful. Don’t talk about the weather. They can look out a window and see what it is. Remember, this isn’t the time to talk about yourself either; it’s all about the client. Once you make it about yourself, you lose credibility and their attention.
Discovery—This is probably the most critical part of the whole sales process. Be sure to go over their network with a fine tooth comb. Wait…you’re not technical? No problem, this is where you get to play reporter and interview everyone at the company you can. Talk to the different levels in the company and see what is going on, technology-wise. If the office manager cannot do her job because the Internet is too slow, this is more important than the receptionist getting on Facebook during the day. Learn what their technology challenges are and start to create a need for your products and solutions based on the challenges expressed.
Presentation—This is still NOT about you! Make it all about the client: “So Mr. Client, I talked to your office manager and she said she spends 10 hours a week making sure the company cell phones are working, the copier is happy, and the Internet is back up when it goes down. Included in our solution is vendor management, we now take care of all her headaches and give her back the equivalent of a week per month of productivity.” Take everything you’ve learned and apply it to a product and service you currently offer. Diagnose their pains and remedy them. That is how you’re going to close the deal, not talking about how your IT Company is X years old and blah blah blah. You can check out our sales presentation here.
Proposal—At the end of your presentation, you’ll need to make a proposal. One way is with an unintended spending close, which involves illustrating how much unintended spending the prospect already has. Being able to do this effectively goes all the way back to the Discovery process. You must ask them how much downtime costs and how much they spent on IT intentionally or unintentionally without your services in the last year in order to make this work. Then, see where you can save them some cash using your solutions and avoiding those unintended costs. Reiterate that because of your full network solution, you’re going to save them $X that they spent on IT last year. At this point, the sale is a no brainer.
To learn more about how CharTec can help improve your business, visit: www.chartec.net/unlimited-partnership.