Take a moment to consider all the work your MSP sales team puts in. From researching prospects to attempting to establish trust, understanding prospect needs, and touting the services in question, sales professionals undoubtedly put in a lot of work. All this work is performed with one goal in mind: making the close. A sales professional who is good at closing will not have a problem making it in this competitive business. The rub is that closing is the most challenging part of the sales process. Let’s take a look at why the close is so important. We also provide some proven sales strategies that will help your team make the close.
The Importance of the Close
ABC is a popular acronym used in the sales world. It stands for “always be closing.” Every sales professional should be laser-focused on closing prospects. Even a miniature close should be considered a success. Get a prospect to make a minor commitment and it will pave the way toward a more meaningful commitment down the line. Each step of the sales process creates opportunities to win “miniature closes,” learn more about the prospect, and direct him or her through the sales funnel.
Close with a Sense of Urgency
There is no shame in creating a sense of urgency to ameliorate the closing process. Such urgency pressures the target to make a decision. This approach certainly has the potential to backfire, yet it could also pay big dividends.
As an example, providing a prospect with a limited time offer might convince him or her to pull the trigger and make a commitment. Pick your opportunities wisely when using this technique. If you are not experienced in sales or if you do not know the client fairly well, you might struggle to make an urgent close sound persuasive.
Close with Assumptive Language
This approach to selling requires the use of language or phrases that insinuate the close will happen. As an example, a sales professional can ask the target what day he or she would like to start using the services described during the MSP sales pitch.
The Power of Suggestion
If the prospect considers you to be an authority on the services in question and a rapport exists, a suggestive close stands a good chance of working. Suggest a time frame for implementing the touted services based on the prospect’s unique operations and ask if it will work for them. Simply suggesting a timetable really can tip the chances of conversion in your favor as people are generally agreeable.
Everyone Loves Options
Like the assumptive close, the options close is centered on a question. Ask the prospect which option he or she prefers out of two or three. This approach makes it less likely the prospect will turn down the service. Get the prospect to commit to one of the proposed options and the conversion process will be underway.
Give These Sales Techniques a Try!
Give at least a couple of these strategies a try. Let your MSP sales team test these approaches and you will likely be thrilled with the results. Take a chance and alter your approach to sales— you just might find it is exactly what your organization needs to win new business.