There is a lot that can be said about how to improve MSP sales. Your business needs a clear strategy for doing this. All your business efforts must be coordinated to this end, and that includes departments that do not normally work hand in hand with sales. After all, by improving all the different parts of your company, you can have a better team, greater business efficiency, and improved products and services, which all contribute to making you stand out from the competition. When it comes to selling, salespeople should consider internal and external improvements.
Each salesperson must take ownership of their sales approach and game. By making a few key changes to achieve ‘internal sales excellence,’ they can radically improve their overall sales success. Preparation is the key to success, so before anyone can try to sell different IT products and services, they must make sure they are in a good emotional state.
This comes across in a few ways. When you approach people, you must make sure you present a confident and authentic demeanor. Practice is important even if these come naturally. People are more likely to buy from salespeople who make them feel comfortable and who are comfortable doing what they do.
The next step that follows right from there is developing MSP sales competence. To be your most confident self while selling, you must have adequate knowledge about the IT services you are pushing. You must understand what the customer needs and how your product addresses that.
After working on internal improvements, don’t forget to work on external improvements which are more about how you communicate with the target customer. There are a number of ways to improve your ‘external sales excellence,’ and these are looked at briefly.
The first step to a promising sales communication is building trust. When you slow down and try t see things from the eyes of the customer and see them as a real person, it’s easy to build that much-needed rapport and understanding.
The next step is to hear and uncover what your client really needs. As you listen and converse, you can pick out what their values and motivators are. Are they trying to improve network security or reduce downtime? Once you know this, you can align your offers to their needs and communicate how best your business can serve them. Show them how they are winning when they use your services. A helpful tool here is using storytelling to bring your point home.
Your business’ MSP sales stand to benefit when you take time to make internal and external adjustments in how you prepare yourselves to sell and how you communicate with a potential client.