You’ve invested months in this prospect. You’ve identified the most promising leads, whittled them down to prime candidates and did all your research. You’re proposing to sell them the best product offered by your MSP company on the market. Now, if they would only sign on the line; but, something’s not gelling. You’re so close, and suddenly, the pitch has hit a wall. What went wrong?
Sales can be a truly grueling process. When it all clicks, it’s exhilarating. There are few achievements as satisfying as a good sale. When it slows down or stops when you hit a rough patch, though, sales can be really, really tough. Don’t make the challenge bigger than it needs to be. Stay on your toes and avoid some classic mistakes that can derail your sale.
Sell to the Decision Makers
It doesn’t matter how strong your pitch is or how good the pricing is. If you’re not selling to the key decision maker, you can’t make a deal, can you? So, part of your sales process needs to be making sure you identify the key decision maker, who is the person with the authority to sign on the dotted line.
However, remember that even the key decision maker may have critical stakeholders to whom they may defer in part or wholly. Also, even if your key decision maker is a maverick or has full authority to act independently, they may need to satisfy stakeholders. Part of your sales process will need to be discovering who can buy from you and who you need to be selling to. They’re not always the same person.
Leave Something on the Bone for the Client
Sure, it’s great to maximize the profit margin on a deal. The fatter the deal, the better the bottom line for your sales target. However, remember that the ‘winner takes all’, zero-sum principle, taken to its logical conclusion, results in the last man standing having nobody to sell to.
So, while pricing up a deal in your favor, remember that we’re all in this together. Strike a decent deal with the clients of your MSP company, and they should be able to appreciate that.
Leave the Funny Stuff at the Comedy Store
Just don’t try any funny business with clients. Shoot straight and your efforts will be recognized. Try to pull some slick tricks with clients, and they’ll more than likely see right through it. A genuine, honest sales pitch that doesn’t try to hide things and doesn’t bend the truth is ultimately going to win the day.
Avoid the Over-Early Close
Even when a client is eager to do business, don’t rush into a sale. One of the biggest mistakes you can make is going for the sale too early. If you do that really early, such as before you’ve completed a competent discovery process, you stand to pitch something that clearly doesn’t work for the client.
Not enough incentive for you? Okay, what about a reminder that if you close a sale before establishing the client’s true requirements, you could be selling yourself short? That discovery process could both help to solidify a bigger sale and waterproof the sale.
Just Be Quiet
Sales are not all about a gift of the gab. Powerful sales are quite often about the gift of silence. Give the client time to think. Let the client ask questions. Listen to those questions.
When you’ve finally made that big move to close the deal, truly leaving the ball in the prospect’s court, that is the time you shut your mouth and let everybody sit in silence…powerful silence.
If you’ve done your homework, shaped your pitch and delivered it effectively, the clients will close the deal with your MSP company in their own minds.