If you’re a TruMethods veteran, you were probably expecting this blog post any day now, but if you’re new to the TruMethods framework, this year may be your first selling season. Either way, selling season is underway, and it's time for you to add new monthly recurring revenue (MRR) at the right price.

I’ve got some big news for TruMethods members and the MSP community at large: TruMethods is hosting its first MSP Success Summit in December — and you’re invited!

An initial meeting with a prospect doesn’t have to be unpredictable. (In fact, it shouldn’t be.) The process of “setting the stage” during the initial conversation with a prospect increases the likelihood of you being able to control the discussion from the onset, including getting the prospect to tell you no, which, believe it or not, isn’t necessarily always a bad thing. 

When it comes to MSP sales, who doesn't like a little FUD?

Many MSPs aren’t cultivating enough COIs (centers of influence) to generate new business. While there are many ways to generate leads, COIs are a keystone of your warm lead generation process. 

While many MSPs understand where the presentation falls within the sales process, they struggle with — believe it or not — identifying when they’re presenting to clients; delivering presentations; and guiding prospects through essential decisions.   

If your monthly recurring revenue (MRR) is down, it might be time to re-evaluate your sales process. In fact, even if your MSP’s MRR is increasing every month, you should still gauge your progress in the sales process on an ongoing basis. Then, every couple of months, re-evaluate your sales process to determine where you and your sales team can improve. If you’re unsure of where to begin, look closely at where you are as a salesperson and an individual before reviewing your sales process. 

Eighty percent of your MSP sales process should revolve around you assessing the results your prospects are getting today. You accomplish this by asking them technical questions, finding how much they're investing in technology and inquiring about their businesses. We do this so we can determine the best way to reframe their perspectives on technology and costs. With enough practice in reframing, you'll be overcoming sales objections and boosting your sales performance in no time.

When it comes to selling the value of the Technology Success Process to prospects, we stress to TruMethods members the importance of simplifying the sales process. Remember: Simplicity equals success. Over-complicating the sales process by focusing on the bottom of the value stack — pricing, technical issues, etc. — negatively impacts your bottom line. Sounds simple enough to understand, right? Well, there’s an obstacle MSP owners face when attempting to develop and implement a simple sales process: their outside salespeople.

Not only is this the time of year to be grateful for what you have and what you’ve accomplished, it’s also the period in time when you should begin your 2019 sales plan.