The managed services solutions we sell can continue to become more complex. To understand the prospect’s needs and be able to tie them to the value of your technology stack and your solution, you must uncover the right information by asking effective questions upfront.
A good sales rep is an active listener and is good at asking questions. But a great sales rep can connect dots to identify an underlying problem the prospect is experiencing. Sometimes a prospect doesn’t know what the underlying problem is, and it’s your responsibility to figure it out.
No matter what type of solution you are selling, a sales rep has to ask the prospect questions they understand. For instance, in managed services, it’s ineffective to ask C-level people technical questions about their technology or network because they won’t know the answer. Instead, ask about how technology is impacting their daily life and their ability to meet their goals.
In addition to your standard questions like "What are your biggest IT challenges," you should have a different set of questions specific related business issues important to:
Probing even further and asking “why” is the simplest and arguably the most important question to ask because it is open-ended. It allows the customer a chance to explain more, and provides you an opportunity to uncover the implications of the issues they are experiencing so you can use them to justify the cost of your solution.
The information gathered during interviewing your prospect's different office personnel should be addressed in your proposal to show all the challenges you've identified and solutions you can provide to help them overcome any business implications. Using this information should easily help justify the cost of your managed services solution.
For a complete guide and templates on talk tracks and effective questions to ask your prospects, attend our next Sales Simplicity Seminar where you will also learn how to take responses, incorporate them into your value proposition and sell more managed services deals.
Hannah O'Donnell, Director of Sales, is responsible for building the strategic vision for sales and marketing while providing business planning, education, training, and sales assistance to partners. She is also responsible for originating new partnerships for Collabrance. She was recognized as one of 2019's Women of the Channel by CRN, a brand of The Channel Company. Hannah started at Collabrance in 2013 as a Strategic Business Advisor. 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.