MSP Sales Best Practice | How to Close Sales Leads

954 views
691 views

Published on

MSP sales tactics and best practices. Content includes the following: How to plan and prioritize your efforts using your list of qualified leads; Sample goal-setting techniques to help you get ready for a sales appointment; How to identify your best sales opportunities (and avoid wasting time on deals that will never close); How to prepare for – and how to handle – the 4 or 5 most common sales objections; How to use 3 effective closing techniques that will help you win new business. Presented by Kaseya with MSP Sales Pros. September 2013.

Published in: Business, Technology
0 Comments
1 Like
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total views
954
On SlideShare
0
From Embeds
0
Number of Embeds
4
Actions
Shares
0
Downloads
31
Comments
0
Likes
1
Embeds 0
No embeds

No notes for slide

MSP Sales Best Practice | How to Close Sales Leads

  1. 1. MSP Sales Best Practices How to Close Your Qualified Sales Leads September 24, 2013
  2. 2. Agenda • Introductions • How to plan and prioritize your efforts using your list of qualified leads • Sample goal-setting techniques to help you get ready for a sales appointment • How to identify your best sales opportunities (and avoid wasting time on deals that will never close) • How to prepare for – and how to handle – the 4 or 5 most common sales objections • How to use 3 effective closing techniques that will help you win new business • Q&A 2
  3. 3. Stay with us until the end and you may win!
  4. 4. About Kaseya • Enterprise-class IT systems management for everybody • Key Facts – Founded 2000 – STILL privately held • Multi-million dollar R&D • Bench strength via Insight Partners – 33 offices worldwide in 23 countries with 450+ employees • 12,000+ customers • Millions of assets managed – 6 patents issued for IT service delivery processes & remote IT management processes • 37 patents pending – Common Criteria (EAL2+) certified and FIPS 140-2 security compliant – ITIL v2 and v3 compatible (Pink Elephant cert in progress)4
  5. 5. Why MSPs Choose Kaseya Essentials A single Kaseya user can proactively manage 1,000s of automated IT systems and network tasks in the same amount of time required by a team of technicians using other techniques It’s the industry’s only patented single-server-single-agent architecture; MSPs get enterprise-class capability that is easy to use and easy to afford With 60+% of top MSPs worldwide using Kaseya, they get access to the most robust community available And with so many ISVs plugging in to Kaseya via a seamless integration process, they get an easy way to leverage their existing strategic technology partnerships
  6. 6. About MSP Sales Pros • 10 years experience in IT Services • 15 years creating sales and marketing strategies for B2B • 1 man shop to 500 plus employees • Experience and expertise with every major RMM / PSA / CRM • Kaseya Industry Expert since 2012 6
  7. 7. 000000_7 How to Close Your Qualified Sales Leads
  8. 8. Why you need a better process • Highly competitive environment • Referrals far less common • 90% of small business owners polled said they know what “managed services” are • SMBs do not recognize their need for your services 8
  9. 9. Where do I start?Where do I start? 9
  10. 10. Understanding the basic principles Focus Solution Planning Execution Target Market Needs Analysis Competitive Analysis Packaging Branding Campaign Sales Tools Target Lists Sales Process Goals Metrics Training Who What How 10
  11. 11. Understanding the basic principles Focus Solution Planning Execution Target Market Needs Analysis Competitive Analysis Packaging Branding Campaign Sales Tools Target Lists Sales Process Goals Metrics Training Who What How 11
  12. 12. 12 Start with the right list • Data fuels your sales engine • Sell to the right prospects • Wrong companies = wrong answers • Don’t poison your fishing hole • Make sure you have all of the data you need or your sales engine will stall Hoovers Info USA Sales Genie OneSource Data.com List brokers Partners Library
  13. 13. 13 A little known secret http://www.hoovers.com/sales-leads/list-building/features-pricing.html
  14. 14. 000000_14 Preparing for meetings
  15. 15. 15 All meetings are not created equal Myth: More meetings will lead to more business. • Meetings with referred accounts • Meetings with existing customers • Meetings with leads you generated
  16. 16. 16 Getting in position to close Preparation is the key to success – Never wing it • You must know the goals of a meeting • You must follow a process • You must qualify and close often • You must tell the prospect how to proceed
  17. 17. 17 What is the goal of a meeting? • Establish trust, credibility and value (TCV) • Show them you understand their business • Gather requirements • Define the purchase process • Discuss pricing • Raise objections • Close and Qualify • Move to a next step in the sales process How do I do all of this in one meeting?
  18. 18. 18 Learn the “One Meeting Close” – Introductions – Company Overview – Information Gathering – Solution Presentation – Price Discussion – Determine Timeline – Next Steps
  19. 19. 19 Learn the “One Meeting Close” – Introductions • Not just small talk and icebreakers • You need to know each role – In the organization – In this meeting – In the decision process • What do they want to learn from the meeting • Transition to the Company Overview
  20. 20. 20 Learn the “One Meeting Close” – Company Overview • In place of asking about them - tell them about you • Brief company overview • Start building credibility by talking about how you help similar businesses • Transition into information gathering phase – We have been helping schools improve student achievement and drive down operational costs for many years. Some of the most common challenges we see are…
  21. 21. 21 Learn the “One Meeting Close” – Information Gathering • The prospect is expecting to learn something • You asked to meet with them so avoid the interrogation • Frame questions properly to gain credibility • Most of our customers this size did not have an Acceptable Use policy in place when we started with them, is this something you have here? • Use more statements to gather information • In most of the law firms this size we typically see… • Use the “Spectrum” technique
  22. 22. 22 Learn the “One Meeting Close” – Solution Presentation • This is where you present your service offer • Show them how: – Employees can become more productive – Data can be more secure – The business can become more agile and more sustainable – They can become more profitable • Alert them to other risks they may not be aware of – Non business applications – Security breaches – Improper data access privileges • This is where you will build value to bridge the price gap
  23. 23. 23 Learn the “One Meeting Close” – Price Discussion • Never leave a meeting without discussing price • You can’t afford to WOW before providing a price • Use a broad range if you have to Based on what we know today and how similar you are to many of our legal clients I would expect your cost to be somewhere between $1900 and $2400 per month. Does this align with your current budget? • Gather feedback – do not guess at how they feel • Use to uncover any objections
  24. 24. 24 Learn the “One Meeting Close” – Determine Timeline • This is where the majority of your objections will come • No Happy Ears • Be prepared to explore every answer further • Do not ask - What is your purchase process? • Tell them your onboard process • Close
  25. 25. 25 Learn the “One Meeting Close” – Next Steps • “We'll get back to you” is not a next step • You must control the next step to maintain control of the sales process • Avoid “ Just checking in” • If the prospect cannot agree to a definitive next step you need to probe further What other concerns might you have that we have not discussed? • Set a time and send a meeting request so everyone has it on their calendar
  26. 26. 26
  27. 27. 27 Closing should not be complicated • Closing is about setting next steps • Closing is gaining agreement to take action – no matter how small • Closing is part of effective qualifying • Closing does not happen at the end • Closing uncovers hidden objections • Closing sounds like: – I have an idea if you are open to it… – Does this sound reasonable to you… – Would you like… – Could this work for you…
  28. 28. 28 Objections, objections, objections • Don’t fear objections – You need them • Objections let you know where you stand – learn to raise them yourself. • No matter what you sell the objections are the same. – We already have another vendor – This is more than we are spending today – Your competition is less expensive – Your solution is more than we need – That is outside of our budget
  29. 29. Common Objections We Hear The Objection How We Handle It I’m not aware of IT managed services (ie, I’m a VAR) Managed services provide service standardization, growth and profit opportunity. Kaseya leads the market in helping MSPs run their businesses. Prepare for the close: discuss current network info and costs to acquire info, review benefits of better service. I like the flexibility of point solutions (ie, I have Windows update and I use LogMeIn) Point solutions don’t provide automated service delivery and by their design, are not integrated with each other. MSP profits are impacted. Kaseya’s integrated solution is scalable and creates better efficiency for less cost. Prepare for the close: review assets managed, prices of current maintenance contracts, review cost savings. I don’t want a framework and it likely will bloat my network New frameworks are very lightweight and do not impact network performance. Kaseya is available via the cloud. It sets up quickly and is easy to learn and use. Prepare for the close: review assets managed, prices of current maintenance contracts, review cost savings. I can’t afford a MSP solution right now Actually, if you are delivering services to your clients and you want to continue doing so, you cant afford NOT to move to an MSP solution. Prepare for the close: discuss services offered and machines managed to size the solution and determine the optimal delivery model and license.
  30. 30. Another Common Objection “I know it’s needed but I can’t SELL MSP” Instead of the end user IT team working on routine – ie, non-value-adding – tasks, they can be liberated to work on more strategic projects while the MSP handles the routine IT management tasks.
  31. 31. Common Closing Techniques We Use What We Listen For and How We Prepare How We Close I need to see {feature} – the “pivot” close For: Any prospect – when a prospect is stuck on a subject that is not critical to their decision-making process, use this close to move forward {Mr. Prospect}, if I can get you that technical information or {feature datasheet} you’re requesting, would you like to move on to the next step? I want/need to think about it some more – the “attempt-to-delay” close For: Any prospect – this sales close uses the process of elimination to see which aspect of the service your prospect is objecting to. Most of the time your prospects are objecting to the investment amount. {Ms. Prospect}, I think I’ve shared with you how managed services can help you. What is it about the service/feature that you want to think about? Is it the Remote Control? Or would it happen to be the {other aspect of our service}? Is it the {other aspect}? We are building a relationship together, so please be candid with me; is it the investment amount associated with getting started? I don’t have budget for this now – the “attempt-to-undercut-price” close For: Any prospect – when a prospect attempts to talk pricing too early or tries to undercut the value of the deal, use this close to restate the value of your service and move forward {Mr. Prospect}, would you say that you utilize your budget more as a guideline to grow and expand business, or as an inflexible anchor to adhere to? If you don’t mind, I’d like to quickly review what we’ve discussed here. Do these benefits of managed services create flexibility in your budget, or is it still an inflexible anchor? OR {Ms. Prospect}, wouldn’t you agree that the 24x7 network monitoring, unlimited help desk, managing all of your vendors, backing up your critical data and saving you $XXXXX every year is worth the mere $XX extra dollars per day?
  32. 32. 32 How to use objections • Raise them first • What we are going to show you is likely to cost considerably more than you pay today. • Continue to qualify • We have to look at 37 other vendors • Never give the prospect a position to defend • Always validate the objection • That is a very valid concern… • Use other client stories to gain credibility • In fact, most of our clients had the very same concern…
  33. 33. 33 Managing Opportunities • 80% of your time is spent on deals that will never close • The point of qualifying is to uncover objections and processes • The information you need to know – Decision Maker – Requirements – Budget – Timeline / Process
  34. 34. 34 Putting it all together • Better lists equals better meetings • Prepare for meetings • Follow a proven process • Qualify and close early and often • Manage you opportunities wisely
  35. 35. Next Steps • More on MSP Sales Pros www.mspsalespros.com • Learn more about Kaseya for MSPs www.kaseya.com/msp • For a free live product demo www.kaseya.com/mspdemo • For a free trial www.kaseya.com/trynow • To speak with us www.kaseya.com/contactme 35 @kaseyacorp/company/kaseya/KaseyaFan community.kaseya.com Kaseya Industry Expert Webinars www.kaseya.com/resources/webinars

×