Experienced sales personnel may make an MSP sales call or meeting look easy, but they have probably been following a set list of steps that is almost guaranteed to make the meeting a success. If you are new to sales or you would like to brush up on your techniques, try some of these to improve your skills:
It stands to reason that you should know who you are talking to. Researching the company is the first step to knowing what questions you should be asking. Additionally, a little personal information on the person you will be talking to can help to break the ice. Maybe mention an award they have received or if the meeting is in person, keep a look out for family photos or anything that you can talk about that is unrelated to the selling aspect.
Don’t Just Talk
Although you have to set out your goals for the meeting and explain why the product or services you are selling is the right choice, make sure you also leave time to listen. This results in benefits during your MSP sales call, as it gives you more pertinent information about the client’s requirements and also prevents you from seeming pushy. Nothing puts a potential customer off more than an aggressive sales pitch, but a more conversational approach makes a stronger connection and a greater rapport leading to increased loyalty.
Finally, show your confidence. If you can convince the prospective client that you are positive and you believe in your product, then it will be more likely to instill trust. And once they trust you, they will be more inclined to purchase from you again and again.
To ensure your MSP sales call or meeting is as successful as possible, try putting some or all of these steps into action. And finally, don’t forget a follow-up call. It is the perfect way to show the customer that you are thinking of them and it is an excellent way to demonstrate how good your customer service will be.