Selling Managed Services? Talk Less, Listen More

Think of two recent MSP sales conversations you had and ask yourself what was the outcome:

The conversation went really well and had strong positive outcomes The conversation went poorly and you wish you could do it again

What were the high points in each conversation? What were the low points? In the words of Xun Kuang, “Tell me and I forget, teach me and I may remember, involve me and I learn.” Hands-on experience is the best way to learn! A large portion of how we grow our careers is through real-life experiences. So how do we create better habits, and implement this into our sales process? The key is listening to understand, not to respond. Asking questions allows our customers and prospects to coach themselves and makes the idea theirs, not yours.

Ask Questions Throughout the Sales Process

Qualification

The qualification process begins after a prospect lead has shown interest through sales and marketing effortsAt this point, you may not have much information on the organization’s needs to improve its business, which means we need to learn more to either lose fast or move forward with the right leads. In order to make that decision we must ask

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