Do you know when your MSP business prospects are ready to make a sales decision? If you are a good listener, the comments that your prospects make will let you know when they’re ready to close the deal. If you’ve done your job of building personal relationships and showing your brand value, as well as offering solutions, then your prospects should be eager to close the deal. Look for the telltale signs showing that your prospects are ready to commit.
What Kind of Questions Are Your Prospects Asking?
Recognizing certain questions that your buyers ask can signal that they’re ready to buy. Knowing these signals will prevent you from overselling and increase your sales. It will also help you to take advantage of the time your buyers are most receptive to the solutions you offered them. If you aren’t aware of the buying signals, you could lose the sale.
Here are a few questions that could be signs that your prospects are ready to close:
- How soon can I get started with your services?
- Have you worked with other businesses in my industry?
- Can I ask a few of your customers about your services?
- Do you offer payment plans?
- Do I have to sign a contract?
- Do you offer any discounts?
- What hours is customer service available?
- Do you offer a guarantee or warranty on your products or services?
- Are you willing to meet with other members of my team?
As you lead your prospects along the buyer’s journey, you build personal relationships that help you identify when the time is right. You’ll know if your buyers have little interest in your MSP business or if they’re excited about what you can do for their business.
If your prospects repeat some of these questions, they probably need more reassurance from you before they make a commitment. Always answer the question with a consistent answer. This will reinforce that it’s safe to make the purchase. No matter how many times your prospects ask the same question, have patience and put them at ease.
Watch for Body Language
If you’re in a face-to-face sales meeting, be aware of your prospects’ body language for clues about whether they’re ready to buy. These signals include smiles, nods of agreement, leaning forward and deep concentration. Any of these nonverbal signals can be signs that your prospects like what they hear about what your business has to offer.
Timing is everything when it comes to MSP business sales. This is why it’s so important to know and recognize the signals that your prospects give you when they’re ready to make a purchase decision. So, know when to stop selling and begin listening, watching for buying signals. There’s no guarantee that you’ll make every sale, even if you recognize all the signals. However, if you can spot those signals, you’ll improve your sales rates.
