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I’ve talked before about what makes an MSP business successful. Well, one thing is a great sales team. Your sales team can make or break your business, believe it or not. Retaining current clients is good, but landing new ones is necessary, too, if you want your business to grow.
It’s not easy to get people to commit to something new, be it a product or a service. So, there’s a sales technique known as sales tie-downs that helps salespeople get prospects to become clients.
Tie-downs make use of questions tacked on at the end of sentences to get prospects to say yes before they realize that they’re saying it. Questions like can’t you, aren’t they and shouldn’t it tacked on at the end of sentences get prospects thinking about what they need, what they’re lacking and what they want.
Some salespeople don’t like tie-downs. That’s too bad, because they are proven effective. There’s nothing dishonest or seedy about using tie-downs. You’re simply helping a prospect get to the point where he realizes that your MSP business is the best bet for him.
Take the time to learn about tie-downs and teach the technique to your sales team. Get each one of your salespeople in the habit of using tie-downs by practicing with each other on a regular basis.
Integrity is important, so no one is advocating using tie-downs to land clients for whom your MSP business is not a good fit. But for those you can serve well, tie-downs will help you get them to yes faster and more easily than you could with old fashioned sales methods.
Have concerns about your MSP sales success? Book your Ulistic mini deep dive today and get expert advice to help you close more MSP deals.
Call Ulistic today to learn more about our mini deep dive services, call 416.840.9106.
Stuart Crawford serves as Creative Director and CEO with Sebring, FL and Fort Erie, ON-based Ulistic, a specialty MSP Marketing firm focused on information technology marketing and business development. He brings a wealth of knowledge and experience pertaining to how technology business owners and IT firms can use marketing as a vehicle to obtain success.
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