Many IT companies and managed service providers struggle to generate recurring revenue and are unable to charge appropriately for their services.
You’ll need a stable stream of monthly recurring money to expand your business. When your services are priced right, and then sold effectively, this revenue is the lifeblood of successful managed service providers.
Expert MSP sales training can help you lower the cost of reactive services while also delivering outcomes that keep your customers coming back for more. When customers appreciate extra services, you can charge a premium price for your products. As a result, you develop a reputation for providing excellent support, which improves your likelihood of securing better, and more lucrative IT leads and MSP sales.
MSP sales training from Pearl Lemon Sales offers a live, hands-on experience that will show MSP sellers at all levels how to sell better, how to harness the power of consultative selling to increase revenues, how to secure those long-term, loyal clients and much more.
Every MSP sales training program we offer is custom created for the client. Every company is different, so every sales training program should be too. Or at least that’s what we believe, and we have the exceptional training outcomes and client testimonials to back those beliefs up.
MSP’s success story has come a long way. MSPs were once merely an add-on service for organizations looking to resolve everyday IT issues. Fast-forward to present, and the industry is expected to exceed $200 billion globally.
But that isn’t the whole story. Although the service provider market as a whole has increased, many MSPs are still failing to capitalize on that expansion. One of the main reasons is their inability to carry out their sales strategies successfully (if they even have them at all.)
This can be especially true for startup and early stage managed service providers. Often the people charged with selling are not really salespeople at all, they are tech experts who are trying to be salespeople.
There’s nothing fundamentally wrong with this, often the best people to sell a managed service offering are those heavily involved in its creation and execution. They are often the people most passionate about the product (for obvious reasons) and they certainly probably know it best.
Where this approach fails is that selling anything successfully, and especially when selling a product that calls for an ongoing investment, is an art in itself. Often that is what is missing from the MSP sales strategies that fail, salespeople who have been formally trained in sales. MSP sales training from Pearl Lemon Sales plugs that gap and allows those charged with closing the deal on a company’s MSP sales to get the job done.
Here is a look at just some of the things you and your MSP sales team will learn from MSP sales training with Pearl Lemon Sales.
Managed services have sadly grown commoditized over time as the MSP industry has become congested. Offering your services at a reduced price isn’t one of the finest methods to set yourself apart from your competition. Competing on pricing is the last thing you want to do. You will be at a disadvantage as a result of this. When you compete with your competitors on pricing, you’re basically playing a numbers game (which you don’t want).
You must have a distinct selling proposition to avoid trying to compete. What distinguishes you from your competitors? What are your methods for delivering value? Why should companies put their faith in your judgment?
When establishing your value offer, we’ll show you how to think about your customers. What do you think they’d be willing to pay more for if you presented it to them? We’ll help you in assessing your services. Determine what sets them apart. Why are they better at resolving customers’ concerns than your competitors? Selling on value, not price is a must, and we’ll show you how.
Often, when those selling managed services are trying to describe the benefits of their offering they get a little too technical, simply because that’s the way their brain works, and they launch a hard sell based on things that the prospect only has a faint idea about (if they have one at all.)
Consultative selling is about listening to what the prospect needs, what their current pain points are, and then crafting a narrative that demonstrates, in simple terms, how their solution will solve those problems. Most prospects are not too interested in tech specs, they need to know how your MSP offering is going to benefit them on a day-to-day basis.
When they hit a series of objections, too many salespeople give up. Being ready for those objections, and being able not only to address them but also to turn them into a selling point is a key skill that every successful salesperson has. Via both ‘classroom based’ and live, hands-on training our MSP sales training programs will teach your sales teams this critical skill and help them learn how to adapt it for use in every sales situation.
Sales confidence, especially in face to face sales meetings, is a must if you want prospects to trust your managed solution enough to buy into it. A confident salesperson who knows their product and ‘sells’ it with unshakable honesty and enthusiasm is far more successful than one who is working to a prepared script’ and will falter when challenged with what a prospect might consider simple questions he or she should have been ready for.
There are a lot of sales training companies out there. In fact, the space is as crowded as the MSP market is. So why choose us for MSP sales training? There are lots of reasons, too many to list here, but the top ones include the expert sales trainers that make up our team, our dedication to sharing our knowledge of sales best practices and our commitment to providing custom sales training.
Contact us today and let’s chat about all the great things MSP sales training will do for you and why Pearl Lemon Sales is the perfect choice to provide it.