There is a lot of information available about how to improve your MSP sales. There are always new and better techniques on how to open and close sales in the IT industry. In order to succeed in selling, it is important that your team is equipped with the right skills and training to be effective. Nevertheless, it’s always important to remember that the interaction between a salesman and a potential customer is above all else a human interaction. The values of honesty, respect, and integrity must be upheld in order to connect with customers and close sales.
Building a Brand with Honesty
Some find it tempting to be dishonest in sales. If you have sales targets and are trying hard to reach them, you may want to exaggerate the merits of the product you are selling. Leaving out the limitations or providing vague answers about your product is also a form of dishonesty. Salesmen may also be swayed to give white lies if they just need a final push to close the sale.
Customers are looking for value. They want quality IT services and products and are often very skeptical when the seller appears to be overselling something. Many businesses have had experiences with dishonest salesmen who either exaggerated the qualities of their service or product or lied altogether. If these businesses went on to make the purchase, they were later disappointed and unhappy about what they actually received versus what was promised.
If you’re trying to build up your client base and establish a name for your company, delivering on your promises pays off. Your customers are more likely to be satisfied and fulfilled and may then play an important role in referring your business to other companies in need of IT services. People remember how you treat them, and being honest in sales shows that you value your customers and you are trustworthy.
In order to succeed in sales, you must understand your customer and offer a solution to their problem. Communicating how well your business can solve a customer’s issue is a great way to reach out to them. Customers with a real problem to be addressed need and require the truth about what your services can do for them. Not only will they be happy to accept help, it will likely help you gain a new customer.
Future Benefits of Honesty
If your business has always emphasized being honest in MSP sales and your sales team is on board, the benefits are felt both in the short run and the long run. For your business, you would have established a reputation for delivering what you say you are going to deliver. Your employees also benefit because they gain the trust and respect of your clients. They also need a good reputation and foundation if they ever want to change jobs or careers. They may run into the people they sell to in the future. How they conducted themselves in the past may mean the difference between being referred and recommended for a new position and being snubbed altogether.
As an IT company, it’s important to establish a culture of honesty. As a business, you have the ability to determine the culture of your company from the top. Sales training for your team must emphasize honesty and discourage questionable exaggeration and manipulative sales strategies. You need to make sure that your sales team has the required knowledge to answer your clients question honestly and in depth. It’s always good to have ambitious sales goals, but ultimately being honest with you MSP sales is the best way to connect with customers and develop long-term relationships.