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With the holiday-shopping schedule fast approaching, your prospects aren’t only thinking about what they’ll be giving to others, but what they’d like to get. The smart “Santa” knows what the recipient would like to receive. How does he learn this? —By asking and listening of course.
Just like prior planning and thought is key in the process of giving the perfect gift—the same goes for the perfect sale. As an MSP looking to make a sale, you should do what Santa does—Ask what your prospects would like to receive, and ensure it’s on your list of “gifts” or products and services.
Many MSPs go into a sales meeting with “their template list” of products and services in hand—cloud solutions, help-desk service, monthly maintenance plans, etc. But they haven’t refined this list according to what their prospects really want. This requires research that must be done before a sales meeting.
This may sound like a lot of work, but aligning your list with what your prospect wants is the only way you’ll make a sale.
Ulistic can help simplify your work with our easy-to-follow,
17-Step Sales Process for MSPs. Download it for free at http://ulistic.com/msp-sales-success.
Unfortunately, just like the person who gives the “ugly Christmas sweater” each year, many MSPs continue to present the standard list of IT services and support to their prospects, thinking that this will be enough to impress them. It’s not.
Using the right information and the proper sales process will help you determine what your prospect is really looking for, and convince them that you’re the best MSP to provide it.
Ho, Ho, Ho!
Here’s How IT Goes!
Just like Santa Claus, set up a meeting before “gift-giving time” (the pre-sales meeting) and ask your prospect some key questions. You can do this over the phone or in a questionnaire:
Try to get as much information as you can!
Then be sure to have one of your “elves” rush off your Marketing Kit to the prospect so they can learn more about you.
Now, Open “Santa’s Workshop” and Get to Work! (Work day and night if necessary.)
You’re not done—you’ve just started. You and your “elves” (sales assistants) should do some more intense research and preparation so you can compile your customized “gift list.”
Call To Set Up The Sales Meeting
Call your prospect and ask some final, more insightful questions about their business. (This demonstrates that you’re truly interested in their business and also provides you additional valuable insight.)
Ask questions about their company, executives, competitors, and any industry trends that may affect them.
Ask them the following question:
“How would I know if someone I’m speaking with is a good lead for your company?”
This gives you perspective on what type of company they’re looking to work with, and you may even have a lead for them.
After your telephone meeting, thank the prospect and make sure you mention that you’re looking forward to your meeting on “insert date and time here.”
Important: Make sure they received the Marketing Kit your “elves” delivered!
“Checking IT Twice”
Then “Santa” should “Look at his list and check it twice,” as the song goes:
Make sure your “gift list” aligns with your prospect’s “wish list.”
If you follow these steps (ask, listen, prepare) you’ll present the perfect “gift” to your prospect and make the sale!
Be a smart “Santa” this year, download the Ulistic 17-Step Sales Process eBook today and start executing. (It’s Ulistic’s gift to you!) Your success in sales is guaranteed if you just follow this simple process!
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