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Many MSP entrepreneurs, and even long-time MSP owners find the process of selling to be stressful and extremely challenging. Everyone has their own style, usually based on experience with past successes or failures. Wouldn’t it be nice to have a “formula” for success? A simple, easy-to-remember strategy you can apply to different sales scenarios? The RAIN Group has one that can be applied to most of your MSP sales presentations. It’s called the RAIN SellingSM Methodology
RAIN stands for:
Experienced sales people know that it’s important to connect to their prospects. If you can build a rapport with your prospect (and you have something worth selling that they need) you have a good chance to turn them into clients. But this requires that you develop a genuine rapport with them, not a superficial connection. This sets the foundation for trust, which is a key element in the sales process. Prospects usually buy from people they trust and like.
Aspirations and Afflictions
A myth abounds in sales circles that, to make a sale you must first help the prospect uncover the “problem” or “pain.” These salespeople then try to fix “what’s wrong.” But the disconnect here is that if you can’t find a problem, then you have nothing to sell. Successful MSP salespeople focus on the positive aspects of what they have to offer and “drive their own demand” by inspiring prospects to consider possibilities they hadn’t before. Focus on aspirations, as well as afflictions (if they exist).
This is where the process can “bottleneck.” You’ve uncovered your prospect’s aspirations and afflictions, but questions still remain:
If you can’t convince them that they’re facing a “doom and gloom” scenario under these circumstances, they won’t be as inclined to put money on the table and purchase your MSP services.
It’s important for you to “paint a picture” to reveal the importance of taking the next step (to buy from you). The more impact your, “what will happen” has, the more urgency you can create for them to buy.
It’s essential for your prospects to understand exactly how they’ll benefit from working with you. To do this you need to do three things:
Note: The “A” and the “I” perform a double duty. You can also use “Advocacy and Inquiry” to maximize your MSP selling influence:
Advocacy and Inquiry
The “A” and the “I” in RAIN will help you remember to always balance Advocacy and Inquiry. It’s been shown over time that that the salespeople who ask questions are the ones who get the sales. Inexperienced salespeople tend to go on and on, repeating their sales pitch and making their prospects feel like they don’t matter. Remember, people like to talk about themselves. Asking questions will draw your prospect in:
In this way you’re setting the agenda for your sales success. But remember, there’s a fine line where buyers may feel that you’re being intrusive. They’ll always want to know what you bring to the table, and what you’re selling that will result in their desired outcome. Ensure you’re balancing Advocacy and Inquiry in your MSP sales presentation.
The “IN” in RAIN is a reminder to:
INcrease Your Sales Performance By 80%
With Ulistic’s 17-Step Sales & Marketing Process for MSPs
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