Understanding the most effective ways to close a sale is a vital trait found in any MSP business. Whether you are a newly formed IT provider or have been in business for decades, learning the art of closing sales can have a significant impact on your company. Having the confidence to ask the right questions will enable you to be effective while leading a potential client to use you as their IT provider. Here are three essential closing techniques that can be the difference in gaining a new client:
The Inoffensive Closing Technique
During the final sales stage, it is vital to ask the right questions without being too pushy. As you know, it is easy to offend a potential client without even realizing it. To avoid becoming offensive, it is crucial to frame your questions in a particular way. For example, it is a good idea to use your line of questioning that asserts your knowledge about a specific service while asking for their opinion. Here are a few samples of questions that you need to consider. “Do you believe that our plan is compatible with your company goals?” “Do you have any alternative ideas on how to accomplish these objectives?” “Do you want our assistance by partnering together?” As you can see, these are all informative questions that will enable you to secure the closing sale without becoming too pushy or aggressive. Most clients will think deeper when asked this kind of questions, and they may end up giving in to your services.
“1-10” Sales Technique
The “1-10” sales technique is a great way to gain insight about a potential client who is interested in choosing you to become their MSP business partner. This closing technique is especially effective for potential clients that are conscientious and have influencer personality traits. Asking a potential client to rate a product on a scale of 1-10 is an excellent way for them to fully weigh the pros and cons of choosing you as their IT provider. For example, you can ask a client “Between 1-10, with 1 being not interested and 10 signing me up immediately, how would you rate your eagerness to use our product?” If the prospective client says six or lower, it is apparent something went very wrong during the sales process. If they pick 7 or and above, it is very likely that they will choose you to become their next IT provider. Either way, you will get a very clear indication if they are leaning on picking your services or moving on.
The Perfect Close
Finally, the perfect close is whenever a prospect is ready to use your services. Typically, they will ask you “When can we get started?” and are eager to be using your services. Getting to this point in the sales process requires you to execute each sales technique with precision. Over time, you will become more comfortable with these methods and will be able to sell your services to a wide variety of clients easily. Combining the perfect close with the other sales techniques is an effective combination that will give you an edge over your competitors that fail to take advantage of these closing sale techniques.
As you can see, the ability to close sales plays an essential role in the success of an MSP business. The use of these sales tactics will significantly increase your consumer base and make it much easier to reach new customers. On the other hand, failure to use these sales tactics will make it much more difficult to close sales, and you will limit the growth of your company. Begin using these sales tactics in everyday conversations and start experiencing the many benefits of effective closing sales techniques.
