If you want to be successful in MSP sales, you need to understand what your prospects need. They don’t want to hear about your cutting-edge IT products. All they really care about is eliminating their problems and reaching their goals. To be successful in sales, you need to help them accomplish these things. To do that, become someone your prospects can trust, confide in, and look to for support.
Begin with Relationship Building
Every prospect you meet evaluates you on your sincerity and transparency. If you want to connect with them, forget about your products and services. Instead, concentrate on demonstrating the value you can provide, as well as listening to their concerns and offering advice on how to solve their problems.
Listening is so important in professional selling. By listening, you find out exactly what issues your prospects face. They’ll tell you what they need by asking questions, commenting on their problems with other MSP companies, talking about their goals and even discussing their families. The more you listen, the more you learn about them, so you can offer them the solutions that they need.
If you can engage your prospects on a personal level, you’re on the road to building lasting relationships resulting in more MSP sales and repeat customers.
Become a Valuable Resource
In addition to engaging your prospects, you need to demonstrate your expertise and relevancy. Your prospects want to see how you can provide value, focusing on their priorities, rather than your sales margin. If you can do that, your prospects will be enthusiastic about having conversations with you, bringing them closer to closing the deal.
When you become a resource that mentors them on their issues and challenges, then they’ll come back to you repeatedly for advice. Make yourself the one person that they can’t live without, and you’ll never have to worry about the competition again.
It’s essential that you foster trust when dealing with your prospects. The reputation of salespeople has not always been a great one, so you have to work harder at establishing trust. If you’re genuine and empathize with their problems, then you’ll win them over.
Moving your prospects into a trusting relationship lowers their stress and worry over whether to make a purchase from you. They’ll stop looking for ways to object to the sale and start accepting what you’re offering. Before you can make a sale, your prospects have to trust you.
Remember that MSP sales depend on engaging your customers by listening and building trust. So, give your prospects what they need, which is advice, friendship, and solutions. In return, they’ll give you the loyalty that grows your business.