The best MSP sales professionals are able to convert prospects into paying clients. These elite sales personnel are willing to put in the extra effort necessary to score the best deals when the pressure is on. Such attention to detail, work ethic and hunger for success will ultimately result in a customer relationship that stands the test of time. If your sales personnel do not possess the traits, knowledge, skills, and abilities explained below, they will struggle to win new business in this highly competitive profession.
Clients Should Be Put Ahead of Just About Everything
Clients are the lifeblood of your business. If your MSP sales staff cannot convince clients to be interested in the company or its products/services, they will immediately tune out the sales pitch. Clients should feel as though the sales professional is actually interested in them. If the prospect on the other end of the line feels as though the sales professional is genuinely interested, he or she will be that much more likely to listen to the details about the company’s offerings.
A Willingness to Follow Through on Promises
The worst thing a sales professional can do is make a promise and not follow through. Customers deserve to be treated with respect. It is disrespectful to make a promise and renege on it. If target customers do not feel fully assured about each area of sales and fully confident in relations with the business, they will venture elsewhere due to a lack of trust.
Knowledge of Services and Products
Sales staff should understand the merits, features and general background of products and services. A lack of knowledge about the company’s offerings is a bright red flag. Alternatively, if the sales professional understands the qualities and nuances of the products/features, he or she will be able to communicate these details with clarity and cogency.
Belief in Oneself
Self-confidence is essential to developing a meaningful rapport with customers. People are generally unwilling to buy from a sales professional who is lacking confidence in his or her sales abilities. If your sales staff is negative, unenthusiastic, shy or unconfident, selling will be an uphill battle.
Sales Ultimately Hinge on the Quality of Your Sales Personnel
If your MSP sales personnel do not possess the traits, qualities, and abilities described above, it is time to make some changes. Consider sharing this article with your sales team to provide them with the guidance necessary for sales success. More importantly, you should look for the qualities outlined above when interviewing people for sales roles. Retain the sales professionals willing to continuously improve and it will be that much easier to convert prospects into loyal customers.