 | Discover the roadmap to successfully selling I.T. solutions and Managed Services! We realize from first-hand experience how difficult it can be to consistently close sales opportunities. Leverage our Successful I.T. and Managed Services Sales Concepts: - How many cold prospects have you converted into paying clients recently?
- How many opportunities that were not referrals have you pitched and come up empty handed?
- Wouldn’t you like to learn how to shorten your sales cycles and get more I.T. Solutions and Managed Services Agreements sold?
...Let us show you how |
We cover how to:
- Find qualified leads
- Use sales fundamentals to ask the right questions to create immediate interest and qualify prospects for the right service(s)
- Easily overcome common objections such as:
- The existing I.T. person
- “Let me think about it”
- “It’s not in the budget”
- Get comfortable asking for the sale, so your pipeline reflects “real” opportunities
- Structure and price Managed Services Agreements so they become closing tools
- Understand the “process” of sales to help convert appointments into revenue
Finally – a Sales Training program tailored SPECIFICALLY for closing I.T. solutions and Managed Services opportunities!
- Simplify your prospect and appointment-setting efforts
- Use sales fundamentals to ask the right questions to create immediate interest
- Qualify your prospects correctly to shorten sales cycles
- Easily overcome common objections
- Learn the techniques you need to sell on value, rather than price
- Transform the “Basic 10” closes into ways that drive annuity-based revenue
- Structure and price Managed Services Agreements to increase sale size
- Adopt the “process” of sales into your business structure to build your sales funnel
- Receive the tools to build consistent revenue and how to project it
- Learn not only what questions to ask, but also what questions not to ask
- Read your prospect’s buying signs or lack-thereof
- Increase your prospect’s buying temperature
- Learn what “sales profanity” is, and how to avoid it
- Learn effective, specialized up-sell and cross-sell techniques for your I.T. solutions and services
Our MSP University Corporate Membership provides you unlimited access to content designed to teach you how to drive more revenue more easily and more consistently.
If you’re spending money for a marketing or appointment-setting service, make sure you make the right investment to educate yourself and your sales team on how to convert the leads you receive through those services to sales – otherwise it’s money wasted.
Do not rely on technical knowledge and a great personality alone to drive your revenue – that is not how to consistently close opportunities.
In addition to over 6 hours of comprehensive I.T. solutions and Managed Services sales education through 9 levels of audio training, this course includes a separate test for each level to insure your comprehension of the strategies covered and improve your overall sales success.
MSP University Corporate Members enjoy unlimited access to the following:
- 6 hours of comprehensive I.T. and Managed Services sales education
- 9 individual tests to rate your competency in each level of training
- I.T. and Managed Services prospect lead templates
- I.T. and Managed Services appointment-setting techniques and call script references
- I.T. and Managed Services qualifying questions for reference
- I.T. and Managed Services warm-up topics and questions reference
- I.T. and Managed Services most commonly-used tie-downs reference
- I.T. and Managed Services sales call After-Action Review template
- I.T. and Managed Services new client Cost-Savings Analysis template
- I.T. and Managed Services “Closing the Deal” reference
- I.T. and Managed Services sales Power Point presentation template
- I.T. and Managed Services Sales Power Closes Handbook
This is not a generic sales training course modified for the I.T. industry – it has been developed from the ground up to help you close more I.T. sales than ever before, and dramatically shorten your sales cycles!
Let us show you how through 9 levels of training, where each new level builds upon the last, and increases your understanding and development of the critical sales skills necessary to fill your sales funnel and convert opportunities to closed sales!
Close more opportunities and grow your business proactively with The Best I.T. Audio Sales Training Course EVER!
Program List:
Level 1 – The Proper Sales Attitude
- Selling is an Attitude
- The Tone of Selling
- Basic Sales Terms
- ABC
- Attention, Interest, Decision, Action
- Clear, Concise Logical Order
- Keeping it Simple
- The 7 Step Sales Cycle Summarized
Level 2 – Sales Skill Index
- What is the SSI?
- How the SSI Works
- How the SSI and 7 Step Sales Cycle Relate
- Question Analysis
- The Charts
Level 3 – Preparation
- Proper Preparation
- Qualifying Through Preparation
- Finding Common Ground
- Finding Pain Points
- Speculation is Key
- How to get Preparation Data
Level 4 – Warm-Up – The 1st Visit
- The Purpose of the Warm Up
- Successful and Meaningful Introductions
- What to Listen For
- Selling on Value
Level 5 – Qualifying
- What is Qualifying
- How to Qualify
- The Right Questions
- The Tie-Down
- The Ping-Pong Technique
- Ownership Questions
- The Funnel Technique
- Making Qualifying Personal
- The Needs Analysis
- The User Needs Analysis
- Managed Services Qualifying Tips and Tricks
Level 6 – Presentation
- The PowerPoint Slide Deck
- Presenting the Features and Benefits of 24x7x365
- Presenting the Features and Benefits of Increased Operational Efficiency
- Presenting the Features and Benefits of Increased Response and Resolution Time
- Presenting the Features and Benefits of IT Cost Savings and Budgetability
- Presenting the Features and Benefits of Business Risk Mitigation
- Presenting the Features and Benefits of Preventative Maintenance and Proactive Support
- Presenting the Cost Savings Analysis
- Pricing Managed Services Opportunities
- Basic Presentation Tips and Tricks
Level 7 – Overcoming Objections
- Defining Objections
- How to Avoid Objections
- Sales Profanity
- 4 Steps to Overcoming Objections
- Overcoming Specific I.T. Objections
Level 8 – Closing Managed Services
- The Proper Closing Attitude
- What Not To Do When Closing
- Pre-Closes and Trial Closes
- 10 I.T. Power Closes
Level 9 – The Proper Follow-Up
- The Purpose of Follow-Up
- After-Action Reports
- Support Your Trust Factor
- How to Properly Follow Up
- The Right Referral
- Discovering and Capitalizing On Up-Sell Opportunities
With methods taken directly from our own experience and delivered through our sell-out Sales Training Boot Camps, these techniques have been successfully utilized to close millions of dollars worth of I.T. solution and Managed Services sales!
Let us help you and your sales team close more opportunities and grow your business proactively with unlimited access to these critical sales techniques, tools and training!