Every sales process runs into objections from prospects. Objections can come from anyone in the room, so you need to be ready to address a variety of questions and concerns. Don’t give up or go silent when a prospect challenges you, but keep the conversation going to help uncover their pain points and how you can provide a solution. The longer you can keep a prospect engaged by asking probing questions (i.e. “Can you elaborate and tell me more to help me make sure I have a clear understanding?”), the more likely you are to close the sale with them. Next time one of your prospects brings up an objection, look at it as an opportunity to share the right information and move them further down the process of your sales cycle.
A good MSP always anticipates the objections their prospects will have and strategically tries to address them before they come up or become an issue. Closing a managed services sale comes down to your ability and skill to clearly demonstrate the value you can bring to your prospects. If you hesitate when objections come up, the more doubt a prospect can have towards your offering. Anticipating common objections for your prospects allow you to be prepared and confident in your approach, appear more knowledgeable and help you close more managed services sales.
Download our talk tracks to move past these three common objections:
Hannah Erb, an Account Manager for Collabrance, is responsible for sharing best practices, coaching and training partners to help them achieve Managed IT success faster. Hannah started at Collabrance in 2013 and developed her role from scratch. In 2014, Hannah was nominated by her peers and won Rookie of the Year, and in 2015 became a member of the 100% Sales Achievement Club at GreatAmerica. Hannah earned her business degree in Marketing and Management Information Systems from the University of Iowa.