The best MSP sales professionals have a couple of characteristics in common. In particular, these sales superstars tend to be good teachers. An individual’s capable of artfully presenting information instantly garners respect. A sales professional who teaches the customer how to do something instead of describing the solution will win business with regularity.
Elite Sales Professionals are Experts at Shifting Perspective
A customer who thinks the salesperson is looking for a quick sale will tune out the message and move on as quickly as possible. The best salespeople study customers’ businesses and industries. Sales stars figure out which problems need to be solved and explain how their services are the solution.
Present Your Business as a Legitimate Authority
Customers respond best to MSP sales professionals who present their pitch in an artful manner that shows the true value of the company’s services. Do not lose sight of the fact that this is a problem-solving business. Portray your business and services as essential to the customer’s quest to overcome problems and they will respond kindly.
Provide Customers with New Information
Try to show something unique to prospective customers. Put your nuanced services on display, demonstrate your idiosyncratic perspective, educate customers and they will make an effort to understand your company’s purpose.
Perfect the Subject Matter
Learn everything possible about the industry and businesses you are targeting. Knowledge is essential to establishing your business as a legitimate authority. Go to trade shows, conferences, and other events to find out as much about your target clients as possible. It will also help to become a voracious reader of material relating to your target clients’ industry. Read relevant trade journals, reports, websites, social media and blogs. Pinpoint industry influencers on social media, engage with them and you will learn a lot. The information you obtain will ultimately make it easier for you to help your target customers solve their unique problems.
Be Patient with the Relationship
Be patient and you will be rewarded. Share your knowledge about the customer’s problems, explain how you can help and nurture the relationship as time progresses. Do not wait for clients to request information. Provide key information to clients in a timely manner, get into the habit of predicting what clients will need and respond appropriately. Timely responses will reinforce your worth as a key resource that clients can lean on at all times.
The Moral of the Story: Show How You Can Help Clients
Take a moment to think about all the marketing target clients are subjected to. You need to separate your MSP sales message from that of the pack. You can distinguish your services by hosting webinars, information sessions, and meetings. Relentlessly guide customers to the data that supports the merits of your services. If your business is backed by data, your message will ring true and customers will remember you when the time comes to make a purchasing decision.