Sales personnel make phone calls all day long and your MSP company is directly impacted by their successes on the phone. So, how do you make the most of your sales staff and their time speaking with prospects? You need to teach your sales staff some of the tried and true methods of sales techniques.
Modeling, Coaching, and Selling
When learning the ropes for the first time, your junior sales staff should see you model the sales procedures that your company follows. This time gives them a chance to see how certain negatives are handled and how you typically answer a client’s questions. Be sure to let them know what you are modeling, so they know exactly what you need them to understand.
While modeling is beneficial for junior sales staff, it only goes so far. It is very difficult to sell and coach at the same time. This role is often difficult for strong sales leaders to achieve, as jumping in to make a sale comes very naturally. However, sitting back and observing is critical when it comes to enhancing your sales team’s ability to sell. Creating a scalable selling model builds your team up more than overtaking all of their efforts and that means sometimes letting your staff struggle.
New salesmen are great because they have fewer bad habits to break. One of the most common bad sales questions is “Is this a bad time?” Nothing kills a sales call as quick as that one questions, yet so many sales reps start with this line. There are many reasons that prospects shut down any discussion when they hear this question.
The first problem is that it draws attention to the fact that you have interrupted them. No matter what, when you place a call, you are going to be impeding their time. When you ask if it is a bad time, you are highlighting the fact you are interrupting them. This start to a conversation never goes well and prematurely ends sales calls before you have hardly begun. It is also a quick out for them and your staff needs to learn ways to keep the conversation going.
This question also draws their attention to other things they should be doing. The goal of your sales staff should be to focus your prospect’s attention to the services that your MSP company offers, not to their to-do list. While you would have had their undivided attention for your pitch, they are now focused on the report that is due in two hours instead.
Lastly, it screams of insecurity. Your sales employees are asking if they can speak to a potential customer. It is the wrong mindset to have when entering a sales conversation. However, being confident that you are providing them with value adds to the discussion. Teaching your staff that their call is not an inconvenience is an important lesson that improves sales results.
Sales calls are a time where your business is reaching out to a prospective customer. Your sales team needs to make the most of it and that means keeping to the point. A discussion on timing and other matters is a wasted opportunity. Instead, coach your staff to make the most of the time they have in front of a client. If they were truly too busy to speak with you, they wouldn’t have picked up the phone in the first place.
Growing a successful sales team for your MSP company takes more than just one star leader. Grooming and training new sales personnel help make your sales scalable and able to grow. These positive reminders help young sales members make the most of their time on the phone, which shows positively on your sales numbers.