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As a managed service provider, you’re probably aware of how much has changed in the complex world of sales. “The Harvard Business Review” even wrote an article declaring that we’re at ‘The End of Solution Sales,’ saying that the concept of solutions in selling is over. However, they did go on to say that clients still want to see that what you’re selling will help them achieve their goals.
So how much has really changed in the world of sales? What are winning salespeople doing differently than those who aren’t realizing nearly as much success? The answer is the way people are selling their products and services. A winning salesperson:
It’s the same for MSP salespeople—In order to successfully sell your service you must do the same.
Provide the prospect with new ideas and perspectives. Research shows that successful sellers do this approximately three times as often as their less successful competitors.
Collaborate with your prospects—don’t just sell to them:
Try to understand and listen to your prospect:
The most important part of selling MSP services is to increase the perceived value of your services and products—and, of course, to prove to you client that it outshines those of your competitors.
Are you struggling trying to sell your MSP services and/or products? Are you having trouble turning prospects into clients? Call ULISTIC today at 716.799.1999 ext. 102. We’re here to help you achieve stratospheric success!
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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