By: Matt Lacina on December 13th, 2019
Selling Managed IT Services? These Three Questions Will Tank Your Credibility
I was blown away when I first attended a seminar to learn about Managed IT. I wanted to better understand what my Dealers were experiencing when they set out to sell Managed IT Services. Back when I attended in 2017, it was the 4th year GreatAmerica had 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. I was looking forward to getting first-hand knowledge from Alex, widely considered one of the best consultants in the industry, but I learned so much more than I expected!
Alex is energetic and extremely passionate about helping Office Equipment 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 cyber security breaches on everyone’s mind, including business owners, you want to dig down into what the current status is of their IT 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 and alternate options prompt deeper conversation. Check out this video from Alex himself where he explains how to ask questions that actually build up your credibility as your selling managed IT.
Wistia video thumbnail
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.
Register for the March 2020 Sales Simplicity Seminar
If you desire higher closing ratios and more recurring revenue, I highly recommend attending this training. Our next Sales Simplicity Seminar, courtesy of CharTec, will be held in March 2020. To learn more about this exclusive sales training and to reserve your seat, click the button below!
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.