Effective MSP sales are all about meaningful conversations with your buyers, rather than the clichéd, pushy sales tactics of the past. You don’t need to change your personality to be successful in sales. You can learn the skills you need to launch meaningful conversations with your buyers to increase your close rates and repeat customers.
Are Salespeople Still Relevant?
As today’s MSP marketers focus on retaining a powerful online presence, you might wonder if salespeople are still necessary. Buyers might think they don’t need salespeople anymore, since they can find all the information they need in an instant.
The problem for buyers is that there is so much information, data, and analysis on the Internet that they can’t process it all. They hit a roadblock on their buyer’s journey. This is where your sales team comes in, guiding the buyer along the path to closing the sale.
Your sales team is more important than ever, building relationships with your buyers and brainstorming alternatives, so everyone is happy with the sale. Having the skills to understand your buyers’ needs, finding solutions to their problems and showing concern for their fears gives them the confidence to get past their fears of taking the final step. Your customers need your sales team to explain the value your business can have for them, providing the solutions they need.
Conversation Factors that Help Close a Sale
Engage your customers in conversations that answer their questions, offer them alternatives and find them real-world solutions. Successful MSP sales teams collaborate with their buyers in the following ways:
- Educate buyers with new perspectives
- Persuade buyers of the resulting benefits
- Listen to what buyers have to say
- Understand buyers’ concerns
- Brainstorm compelling solutions
- Provide transparency about the purchasing process
- Connect emotionally to buyers
- Convince buyers of the company’s value over the competition
How to Engage Buyers in a Conversation
Conversations with buyers are not spur-of-the-moment. You have to prepare for them by setting goals and learning more about your prospects. Make a plan and then carry it out.
As you engage your buyers in conversations, always keep it sincere and honest. Transparency builds trust, allowing your buyers to voice what’s holding them back from committing to the sale. Once you understand their concerns, the conversation can move on to finding solutions and negotiating the sale.
Collaborative conversations require your sales team to have the listening skills that allow them to build trusting relationships. If your buyers don’t believe you’re really listening, then they’ll hold back the information you need for a successful outcome.
Demonstrate that you’re an expert in your industry, knowing all the market trends and solutions. Share your insights with them, getting their attention and showing your company’s value. Explain how your company can help them with the challenges they face. When your buyers see you as an expert, they seek your insights and interact with you. You become the solution to their problems.
As your MSP sales team initiates meaningful conversations with buyers, they differentiate your company and the solutions you offer from the competition, increase your value, and maximize sales.