SALES STRATEGIES
Why Prospect Objections Are Your Silver Bullets to Winning Deals
Discover how to flip common sales objections— like price, incumbent loyalty, and decision-maker access— into powerful selling tactics.
Sitima Fowler Expert in Residence Sales & Sales Management, TMT Sitima Fowler turned her small MSP from zero growth and profits to a multimillion-dollar MSP generating over a million in net profit. She then merged with a group of other MSPs to form Iconic IT, where she headed marketing and sales, growing to over $ 25 million before it was sold to Integris. Today, she teaches MSPs how to close big, profitable managed services agreements with ease.
Ray Green, Expert In Residence Sales & Sales Management, TMT Ray Green has been an operator for investment groups, including CEO of a PE-backed company and other contract C-level roles. He was also managing director of small and midsize business at the U. S. Chamber of Commerce. Ray has helped some of the world ' s most successful business coaches execute world-class sales and marketing strategies. He has also coached dozens of solopreneurs on productizing and packaging their services to win better clients at higher rates.
Objections can break a burgeoning sale— or lock it down. It all depends on your timing.
During the discovery meeting, it’ s imperative to uncover hidden objections your prospect might have and address them preemptively.
The discovery meeting is step 2 of the 5-Step Process to Closing an MSP Sale. Sitima Fowler and Ray Green, MSP sales experts who teach this process, explain the how’ s and why’ s behind asking guiding questions, designed to get prospects to sell themselves, while getting you the information needed to put together a winning proposal.
If you missed the previous installment on learning how your prospect uses technology during the discovery meeting, see the June / July Issue of
MSP Success by scanning the QR code or go to MSPSuccess. com / june-july-2025-issue.
Don’ t Fear Objections
Objections are intimidating, no doubt about it. But instead of fearing them and waiting for the prospect to bring up their issues at the end of the meeting, handle the most common ones early on.
He Says: There are three to five common objections you’ ll encounter: price, incumbent relationships, your competition’ s service offering, the prospect’ s decision-maker, and time frame. These account for 80 % of all objections. If you strategically get ahead of them, you’ ll position yourself much better. If there is a silver bullet to overcome proposal objections, this is it.
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