MSP sales have tenses like grammar. There is past, present, and future in word description. Words in the present happen, words in the past happened, and words in the future will happen. With a sales pitch, you’ve got a very similar situation. It may be useful to characterize pitches in tenses similar to grammar. In sequence, these tenses go like this:
MSP sales always start the sales process with an open. You’re basically presenting the same information with each tense, just in a different way. With the open, you’re looking to entice prospective clients with value, viability, and advantage. You might open with an example that swiftly tells the story of a client who has seen success from your products or services.
Next, you want to qualify your open. Build on the success story of the client with actual numbers if you like, or construct a hypothetical scenario based in the operational costs of your prospect. You know how much your products or services cost, and you can give a legitimate ballpark if there’s some gray area. This helps build in the prospect’s mind an idea of why your services may be best suited for them.
Once you’ve opened and qualified your products or services, next you want to give a more in-depth presentation of what you do, including all the bells and whistles the attention of your prospect will endure.
It’s generally unlikely that you’ll secure most prospects immediately. Expect their counter-arguments, prepare for common methods of rebuttal, and respond by using facts and examples to demonstrate how such concerns won’t be an issue.
The closing of a sale may happen immediately, or you may need to contact prospects a few more times to initiate commitment. Regardless, if you play your cards right, you’ll see a conversion take place during this tense of the sales process.
MSP sales which are informed by an established process enable salespeople to more effectively convert prospects. Plan well and you’ll sell well.