SALES STRATEGIES CONT. with you. If another salesperson is more effective in pulling out the prospect’ s emotions, like fear and anger, they ' re going to win the deal.
ASKING THE QUESTIONS
The key to finding the pain is asking open-ended questions, allowing the prospect to fill in the gaps themselves.
She Said: After you’ ve learned how the prospect uses technology, transition with a soundbite, like:“ I appreciate you answering all my questions! I have a better understanding of how you ' re using technology to run your business. Now I have a few other questions; can you tell me more about the specific IT problems you ' re having?” Then leave it at that.
You may know what the prospect ' s problem is, but you want them to fill in the gaps. Once they tell you the first problem, ask,“ Why is that a problem?” Don ' t assume you know the answer! MSPs are so eager to show their expertise they often start explaining how they’ d fix the problem right away, turning the conversation into a sales pitch too early.
Here’ s some other questions to ask:
How long has that been a problem?
How is that affecting your business / staff / clients?
What have you done to try to resolve it? How did that work out? What do you think the solution is? How urgently do you need this fixed?
Ask these follow-up questions for every pain point they bring up!
He Said: These questions help you understand why something is a problem, and what the associated pain is. Trust this process; it creates consistent results. That doesn ' t mean you ' ll win every single deal, but it means on the margin, you win more than you don ' t. Don’ t skip over the emotional piece just because you think your lead is hot and ready to buy.
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