For your MSP business to be successful, you must look for ways to simplify the buying process for your potential clients. A popular sales strategy known as “prescriptive selling” focuses on providing customers with fewer options and less information. Instead of overloading potential clients with a lengthy sales pitch, prescriptive selling is designed to guide the contact into making a purchase by focusing on their unique needs. In other words, this makes the entire sales process much more straightforward by reducing options and minimizing unnecessary amounts of information.
Here are a few more tips to consider while using the prescriptive sales process:
Sometimes, potential clients are unsure of their needs— the prescriptive sales method is designed to help guide them throughout the entire sales process. For example, you can identify the needs of a company and proactively guide them into making a purchase that is in the best interests of their company. Whether a potential client is in need of the latest cybersecurity protection or access to cloud computing, you can narrow the decisions down and make the buying process much more straightforward and simple.
Another essential tip for your MSP business is to look for challenges beforehand. Asking such questions as “Where will a client likely get confused?” or “Which sales options will likely cause distractions?” are important things to consider during the selling process. Considering any challenges beforehand will make the transaction much easier and can help you avoid any potential roadblocks. On the other hand, failure to identify any potential problems can catch you off-guard and make it much more difficult to close on a sale.
Once you have identified any potential challenges, it is essential to design tactical solutions to simplify the sales process. Finding the answers to any potential problems beforehand will make the sales pitch much easier, and you will not get surprised with any unforeseen questions. For example, a potential client may be concerned about the security of an offsite cloud server that hosts confidential data. However, you can ease their concerns by explaining to them that all their information will be protected with encryption to prevent unauthorized users from gaining access to their data. Always looking for tactical solutions beforehand is a vital trait in the prescriptive selling process.
The utilization of prescriptive selling techniques is one of the most effective ways to increase sales for an MSP business like yours. This sales strategy simplifies the entire process for potential clients and reduces unnecessary amounts of information. The ability to use proactive guidance, identify challenges, and offer tactical solutions plays a critical role in the success of a prescriptive sales technique. Continually practicing these solutions will allow you to increase sales and reach a broader range of clients through this simple, yet highly effective, sales technique.