The fierce competition in the managed services industry prompts MSPs to create an efficient funnel. One task you cannot skimp on is to close a first appointment. How do you build rapport with prospects and lead them toward the next step of your sales process? What can you do or say to [...]
So, you think you can sell managed services? You’ve worked in the IT industry for X number of years and during that time, you probably think that you’ve seen it all. You’re confident in the knowledge of your products and how to make even the most stubborn of prospects see their value as well. Let me guess, your [...]
Welcome to the third article in a six piece series where we are viewing our 5 step sales process. In this article, we will take a look at the PROPOSAL step. In the last article, we talked about the PRESENTATION step. STEP 5: PROPOSAL It can be difficult to determine the price to propose for [...]
Welcome to the fourth article in a six piece series where we are reviewing our 5 step sales process. In this article, we will take a look at DISCOVERY step. In the last article, we, we examined the WARM UP step. STEP 3: DISCOVERY So, you’ve just spent the last half hour chatting up the [...]
Welcome to the third article in a six piece series where we are viewing our 5 step sales process. In this article, we will take a look at the WARM UP step. In the last article, we, talked about the RESEARCH step. STEP 2: WARM UP Picture this: You’re back in high school, sitting in that dreaded [...]
