Are You Losing Your Agreements To One Of These Ancient Sales Myths?
Everyone is selling something. Whether it’s a shady political policy, a shiny new vacuum cleaner, or the newest and most advanced application, each of us is putting out something that we hope someone wants. In your case, it’s an MSP agreement.
The definition of selling has changed over time, and unfortunately for many sales professionals, they’re struggling to adapt, evolve, and learn the newest form of closing deals. This doesn’t just apply to professionals who have been in the game for years, but to salespeople fresh out of the gate, as well. The problem is that they are stuck believing age old sales myths.
As a company that specializes in MSP sales training and hiring, we’ve found there are ten ancient sales myths that sales professionals still lean on. Here are three of the top sales myths… debunked, torn down, and run out of town.
- Selling is a verb.
Grammatically, selling is a verb. Realistically, it’s a process. Salespeople think all they need to do is make the sale. But this isn’t the case.
One sell—one agreement—should be a result of actions taken across an entire organization—from marketing and admin to accounting and management. It takes research, prepping, finessing, and fine-tuning—all to make your agreement legitimately profitable and reasonable to implement.
- Salespeople must be technology experts.
You don’t necessarily need a technology background to sell MSP agreements, but you sure as heck better learn something about what you’re selling. But—and this is a big but—forget about the tech specs and geek speak and think in terms of value. How do your solutions apply to your leads? How does it better them? How can they use it? How will their staff work with it? Can you show them real world examples? Keep the information applicable and valuable, focused on their needs.
- Salespeople need to be aggressive with prospects or people to close the deal.
Hey, are you ready to buy? Hey, are you ready to buy? Are you ready to buy yet?
This isn’t persistent; it’s pushy. And no matter how you choose to look at it, aggressive selling is simply not how we do things anymore, and it’s certainly not how consumers expect to be treated. Consumers have significantly more power over your sales process than ever before—part of which involves you coming in at much later point than what we’ve seen in the past.
They want to tell you what they need, they want to do the talking, and, quite often, they will be the aggressive ones. As soon as you overstep their purchasing process with your traditional nagging, you’re done—crossed off, eliminated, good bye forever. Follow-up is important, but make sure you always follow up with a legitimate reason for your call, not just a “Hey buddy, are you ready buy yet?”
These three sales myths are just the beginning. We have seven more where those came from, and if you’re interested in seeing them for yourself, click here to download the entire whitepaper on The Top 10 Myths about Sales.