Who’s In The Driver’s Seat?

By Stuart_R_Crawford
In MSP Coaching
July 26, 2013

Stuart R. Crawford / Stuart Crawford

Staying In Control When Buying and Selling.

MSP SalesWe’ve mentioned the RAIN methodology in Ulistic blogs before; and because we like this strategy so much, we’re doing it again but in another sense.  In most instances, you’re selling your MSP services and solutions, so this is the frame of mind that you typically take; that your buyer is driving the demand and in the driver’s seat; you’re there to go along on their ride.  But this needn’t be the case.  No matter if you’re buying or selling, you can and should stay in control and in the driver’s seat.

Scenario One:

You’re The Buyer—You Drive the Demand—You’re In The Driver’s Seat.

Purchasing is a big part of the MSP business and if you can save money on your IT purchases you already have a lead in the “race” before you start selling.  When you drive the demand, you set the meeting; but remember it’s typical for the seller to ask you questions first so they can assess your needs.  The meeting starts, you’re driving the demand so you get to drive the conversation.  Ask difficult questions like:

  • “What’s up?”
  • “How can you improve our bottom line when purchasing from you?”
  • “Can you provide value-added products or services?”
  • “How do you think we can cement this relationship for the future?”

If what they’re selling appeals to you, is cost-effective and you need it, then you’ll drive away happy!

Scenario Two:

You’re The Seller—The Buyer Drives the Demand—You’re In The Driver’s Seat.

As the seller if you can create your own opportunity, you can stay in the driver’s seat.  Try to work this backwards from the case above.  Take a back-seat view for a moment.

  • Be prepared, you’ll have to answer the buyer’s “What’s up?” and provide answers to the questions above.
  • Take control of the meeting (even though you didn’t set it up) by presenting a “vision” for their new reality.
  • Intrigue your buyer with new possibilities such as more cost-efficient IT services that are maintained, monitored, secured, backed-up, protected, accessible; and a business that is more functional, productive, and profitable!

If what you’re presenting is compelling, and something that they actually need, then you’ll drive away happy!  Remember your WHY must be equal to your prospect’s WHAT.

Have you downloaded the Ulistic 17 Step Sales & Marketing process yet?  Get it here.

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