Three Questions That Tank Your Credibility When Selling Managed IT

posted by Matt Lacina on Monday, November 27, 2017 in Office Equipment Blog

I was blown away last June when I attended a seminar to learn about Managed IT so I could better understand what my Dealers experience when they sell. It was the 4th year GreatAmerica hosted the Sales Simplicity Seminar presented by Alex Rogers, CEO of CharTec.  Initially, I expected the training to bear similarities to my GreatAmerica sales training and I was looking forward to getting first-hand knowledge from Alex, widely considered one of the best consultants in the industry, but I learned a lot more!

Alex is energetic and extremely passionate about helping Dealers be more successful. He was quick to challenge the Dealers in the room to become a trusted advisor to their customers and think critically about their business and sales structure. One of the first steps in building trust is to improve the way to ask your questions. Below are three questions your sales reps might ask your customers and suggested improvements that build credibility: 

Question #1 - How old is your equipment?

The first thing Rogers teaches is to drill down to your customers’ need. You may want to sell the latest and greatest tech to your customers, but it may not be right for them.

Better Phrasing: How do you currently use your equipment?
Alternates: Are you having any issues with the technology? Is there something you wish your technology could do?

Question #2 – Do you have Anti-Virus?

With high profile security breaches on everyone’s mind, including business owners, you want to dig down into what the current status is of their security and how big of a concern it is.

Better Phrasing: How important is security to your business?
Alternates: Do your partners see you as a security risk? Do you have a current process that could be a security risk?

Question #3 - Are you happy with your IT guy?

Sure they might be happy with him—they might even be friends. You need to get past liking and delve deeper into what is working.

Better Phrasing:  Is your current IT provider accomplishing what you need? Alternates: Is there something you wish your technology provider offered? How often are you in contact with your technology provider?

Do you see a pattern here? The original questions can be answered in one or two words, whereas the better phrasing gets the same information and invites conversation.

Dealers who have attended this training have found greater success closing deals and building their recurring revenue. Check out some of the success attendees have enjoyed by downloading this infographic.

  

If you desire higher closing ratios and more recurring revenue, I highly recommend attending this training. Your IT reps will bring back some great ideas for your copier reps and thank you for adding more ways to win business.

Learn more about upcoming trainings by visiting www.greatamerica.com/chartec

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About The Author

Matt Lacina is a Vendor Relationship Manager with GreatAmerica Financial Services.  Matt supports Independent Office Equipment Dealers by offering financing solutions and value-add business services to help dealers differentiate themselves, close more sales and build recurring revenue streams. Matt has been involved in lease financing since 2013.  In his spare time, he loves spending time with his wife, 3 kids and working on many outside projects. Matt graduated from Mount Mercy College with a B.A in Accounting and Business Administration.

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