Of course, these guys are easy targets for skeptics who try to paint them as snake oil salesman but many of those naysayers never even crack open the lesson plans.
The same is true with those who claim certain IT services marketing plans don’t work without actually giving them a real chance to work.
Dust Off the Get-Rich-Quick Scheme
I can’t tell you all the homes I have been in where I have seen real-estate get-rich-quick scheme tucked away on a shelf collecting dust.
When I ask about the results they might have gotten by using the program I am normally told about how they got ripped off and that none of the techniques work.
In the back of my mind I wonder if they ever dusted off the materials to read through them or ever went out in the world and tried diligently to implement them.
I am sure that many of these pitch men are hucksters but by the same token many more might actually have some sage advice that if they were ever fully implemented, might lead to modest riches.
I have actually tried to train a few computer consultants locally who wanted to learn our 2.0 MSP sales process and were willing to change their service model to reflect our system.
We delivered our sales training as promised along with all the IT leads and even accompanied the salesperson on the sales calls.
After the first sales call we were told abruptly that they were going to dump our sales process.
As I was there in the meeting I thought there reaction was very interesting because the salesperson / owner never actually went through our prescribed dialogue that was supposed to go with each sales slide.
Most of the main questions were never asked nor were any of the illustrations. Some of the other parts, like the warm up, were completely stumbled through in a clumsy fashion.
When the prospect who had remembered the meeting and agreed to listen to the sales presentation didn’t give off very positive signals then a scape goat was immediately sought after and it happened to be our sales training.
You Can Lead A Horse To Water But You Can’t Make Them Drink
We did everything we could possible do which included a demonstration of the sales presentation in a live coaching session at our office.
Later to prove that our sales process was not to blame we actually started an IT firm and used everything we had prescribed down to the last detail and were able to close 4 managed services sales in the legal vertical.
The reality is that our IT marketing plan works but the company that we alluded to simply failed to work the plan i.e. they never took the time to learn the presentation!
Before you throw any IT sales trainer under the bus please make sure that you have thoroughly read their material, practiced the presentation before hand and actually use the techniques on live prospects.
If you can honestly say that you were able to use the system in the way that it was intended then you can complain about the system!
Who knows if you actually combine a great IT appointment system with the right sales training it just might be an explosive concept that could lead to getting rich quick!
John Black is the Marketing Director at MSP Telemarketing and has over 10 years experience marketing for IT providers and VARs to help them get more IT leads that turn into IT sales!