The goal of MSP sales is to exchange information during all stages of the buyer’s journey. Your sales team gathers the information, processes it and offers solutions to your customers. The way to facilitate this exchange is to ask the right questions. Probing into the needs of your prospects and listening to their answers is a fundamental skill your sales team needs for qualifying leads that result in more sales.
Tips on Asking the Right Questions
The first thing to consider when developing your MSP sales questions is to find out your customers’ problems. Salespeople who ask relevant, thought-provoking queries, and listen to their prospects more than they talk make more sales than those who push features and benefits.
When creating a question-based sales plan, consider the stages of your buyer’s journey.
- Opening – At this stage, develop a rapport with your prospects, and discover what they need.
- Interview – This is the point where you strive to understand the issues your buyer has in the current situation. The information you gather during this stage will position you to become a part of your prospect’s final decision. This is also the time to explore your buyer’s future priorities.
- Closing – If you’ve asked the right questions, closing should be a breeze. Use the information you’ve learned and link your customer’s needs to your products and services. Present a summary that shows how your buyer’s values and your products align. Then, make your recommendations and ask for a commitment.
With all that in mind, here are a few tips on asking the right kinds of questions:
- Create questions that encourage dialogue and draw your buyers into conversations. Keep your questions open-ended. For example, instead of asking “Is cybersecurity important to you?” ask, “Which cybersecurity factors are important to you?”
- Ensure that your questions uncover what your prospects need and the problems they face. Once you identify these, you can ask questions that elaborate on the issues facing their business and the solutions they require. Dig deep into the root of their problems.
- Ask your prospects about their future goals and the timeline they hope to follow. Help them to think beyond the present moment, and look at how you can give them the solutions they need to meet their future goals.
- Help your prospects think about how to improve their business by asking a question like, “If you could improve one thing about the services you have right now, what would you change?” Once you have the answer, you can offer your buyers the solutions needed.
Question-based selling for MSP sales uncovers your buyers’ needs and the problems that are important to them, so you can offer services that provide value. Keep asking more questions that help your buyers quantify the problems and think beyond them. By asking buyers open-ended questions, you show them you’re interested in helping, which builds trust and brand value that lead to sales.