In the MSP Sales Process, the Presentation Step is the fifth of six steps analyzing our sales process. The purpose of this article is to discuss PRESENTATION Training for MSPs. This blog provides all the steps and the guide to breaking away from break-fix to MSP.   The previous post discussed DISCOVERY.

STEP 4: PRESENTATION

It’s time. You’ve worked, found, and compiled data. Prepare for a killer presentation. 

RED CARPET:

The presentation is make-or-break for all your prospect work so far. So put your best foot forward. Shine your shoes, brush your teeth, and style your hair because this helps. 

HEAD HONCHO: 

Don’t give the wrong person a terrific presentation. When you present, be in front of the decision maker so you can get an instant decision. No phone tag. 

HOME COURT ADVANTAGE:

If possible, hold your sales presentation in-house because this can give you an advantage. As a result, The client can see how your firm functions and be impressed by your staff’s professionalism. That is why you should Invest in actual dishes and silverware for your guests’ meals. Digital signage is elegant and gives the “wow” factor as a result it catches the eye of who you are presenting to.  So your team should treat the presentation as an event! 

KNOW YOUR ENVIRONMENT:

Sometimes you can’t present in your office due to circumstances. But don’t let that stop you from exploring. So you should determine who’s attending, the location’s technology, travel time, and setup time. 

RULE: 

When presenting to a crowd, it’s easy to lose focus. That is why a salesperson must pay attention to questions and body language to determine how effectively their pitch is received. Even with distractions, don’t be hesitant to ‘park’ questions, topics, or objections.That is why you should Stay in control because allows you to guide the conversation to where you want it to go. 

Training for MSPs is CharTec. For a deeper dive into the presentation and a ton of specific tips and tricks, check out Presentation Renovation.  

Are you trying to separate yourself from Break-fix to Managed Services? Check out this guide to help you break the chains.  

See the outline for this series below: