When you’re developing sales strategies for your MSP company, focus on building relationships and move away from the old transactional sales model. Put an intimate relationship with your buyers first, leaving the closing on the back burner. The sales process is all about your buyers. It’s about fulfilling your buyer’s goals and solving their problems.
3 Important Elements of Selling
If you can master the following three elements of selling, your MSP company will be on the road to great things. These key elements are for you, your buyers, and your services. When you incorporate these into your sales process, you’ll see an increase in your conversion rates:
1. Believe in yourself – When you believe in yourself, you have the confidence and motivation to move forward. You can focus on your goals and commit yourself to exceed your sales expectations. When you believe in your value, your buyers will believe in you as well. Belief in yourself is the determining factor in sales success.
2. Believe in your buyers – The success of your business relies on belief in your buyers and customers. When you believe in your prospects, they know it. Connecting with your buyers with helpful information and guiding them along their buyers’ journey builds the trust you need for selling.
3. Believe in your services – If you believe in the value of your services and can communicate this value to your buyers, you will have more sales. Your prospects can feel whether you believe in your services by the questions you ask them and the tone of your answers. If you’re enthusiastic about how your MSP services can help your buyers meet the challenges they face, then they will believe it too. Top salespeople love their product and have a passion for their business. It is this passion and positive energy that convinces prospects that they need your services.
The Importance of Asking Questions
Asking your prospects the right questions at the right time is crucial to sales success. When you ask questions, you find out the needs of your buyers and how you can offer the solutions that move them along to a purchase.
By asking the right questions, you can identify the difference between an uncertain prospect and a qualifying prospect that has the highest buying potential. For the most success, you need to identify your qualifying leads at the beginning of the sales process. Filter out your potential buyers by asking good questions and listening to the answers.
Spend the time to ask questions that show genuine concern for your prospects’ circumstances. By showing concern, your customers trust you enough to provide the information and answers you’ll need to make a sale. When you make a positive connection with questions and answers, the selling process remains positive and productive for you and the buyer.
Listen to Your Prospects’ Responses
Effective listening skills are essential for making a sale. If you’ve asked well-planned questions that engage prospective buyers, then you’ll have a wealth of knowledge to analyze them. Carefully study their responses whether they’re collected from telephone conversations, social media comments or direct meetings, these answers will identify how to convert your prospects into buyers.
The result of effective selling is a buyer and seller who are happy with the transaction. When the buyers are happy about what your MSP company can do for them, then they’re willing to share their experience with others, referring you to friends and colleagues. Once you have a clear understanding of your buyers and establish a rapport with them, then the buyer’s journey from the start of the process to the final sale proceeds smoothly.