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We’ve mentioned the RAIN methodology in Ulistic blogs before; and because we like this strategy so much, we’re doing it again but in another sense. In most instances, you’re selling your MSP services and solutions, so this is the frame of mind that you typically take; that your buyer is driving the demand and in the driver’s seat; you’re there to go along on their ride. But this needn’t be the case. No matter if you’re buying or selling, you can and should stay in control and in the driver’s seat.
You’re The Buyer—You Drive the Demand—You’re In The Driver’s Seat.
Purchasing is a big part of the MSP business and if you can save money on your IT purchases you already have a lead in the “race” before you start selling. When you drive the demand, you set the meeting; but remember it’s typical for the seller to ask you questions first so they can assess your needs. The meeting starts, you’re driving the demand so you get to drive the conversation. Ask difficult questions like:
If what they’re selling appeals to you, is cost-effective and you need it, then you’ll drive away happy!
You’re The Seller—The Buyer Drives the Demand—You’re In The Driver’s Seat.
As the seller if you can create your own opportunity, you can stay in the driver’s seat. Try to work this backwards from the case above. Take a back-seat view for a moment.
If what you’re presenting is compelling, and something that they actually need, then you’ll drive away happy! Remember your WHY must be equal to your prospect’s WHAT.
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