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MSP  Ignition! Episode #13 Right Now Contracts

MSP  Ignition! Episode #13 Right Now Contracts. Scott Kaplan Co-Host K1 Practice Director – Sales Enablement & Training. Tom Watson Host VP of MSP Best Practices. Today’s Presenters. One Snapshot – Multiple Recover Options. MSP Ignition! Sales Enablement. Monthly sales training Goals

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MSP  Ignition! Episode #13 Right Now Contracts

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  1. MSP Ignition!Episode #13Right Now Contracts

  2. Scott Kaplan Co-Host K1 Practice Director – Sales Enablement & Training Tom WatsonHostVP of MSP Best Practices Today’s Presenters

  3. One Snapshot – Multiple Recover Options

  4. MSP Ignition! Sales Enablement • Monthly sales training • Goals • Ability to grow your business • Develop your teams focus and skills on sales skills • Challenge your team to think differently • Feedback encouraged • Topics • Resources

  5. Today’s MSP Ignition!  Right Now Contracts Have you ever found out you were talking with prospects that never turned into customers Have you and a customer ever been misaligned on activities, objectives or projects  How can you avoid gaps in communication?

  6. Polling Question #1

  7. Right Now Contracts What you will learn today: • The different ways to use Right Now Contracts • How to ensure you avoid any miscommunications with prospects or customers • The secrets to ensuring all your communications drive actions forward with complete honesty and clarity

  8. What is a Right Now Contract Goal: To gain an agreement with your prospect/customer in advance of a meeting to state the agenda, logistics and expectations with a desired outcome. A strong Right Now Contract is a must on every prospect/customer communication, touch point or interaction

  9. When to use Right Now Contracts • The first 10 seconds of a cold call/new contact call • When you set up a future meeting • When you start a meeting • To keep control during the meeting • To end the meeting • Validating this meeting’s Right Now Contracts • Setting next meeting’s Right Now Contracts

  10. Cold Call / New Contact “Hi Kelly, this is Scott Kaplan from Axcient. I do not know if you are the right person or not, is it ok if I get 60 seconds of your time and you tell me if I am in the right spot?” Then do your 1 minute elevator pitch and set up a new “Right Now Contract”

  11. Setting a Meeting “So when we meet next Tuesday at 10 am, we can review your goals, your current environment and then review how Axcient helps MSPs. At the end of that, we can determine if we think there is a fit and how we should move forward. Anything else you want to accomplish? Anyone else you want to join? OK, I think an hour will work so I will send a calendar invite over to you within a few minutes.”

  12. Starting a Meeting “So when we spoke last, we agreed we would review your goals, your current environment and then review how Axcient helps MSPs. At the end of this hour, we can determine if we think there is a fit and how we should move forward. Anything else you want to accomplish? At the end of this meeting, if you do not think there is a fit, are you going to be comfortable telling me NO? So if there is a fit, will you be comfortable telling me how and when we can move forward? Great – I will save 5 minutes at the end of our time to see where we stand.”

  13. Keeping Control During Meetings “So when we started, we agreed we would review your goals, your current environment and then review how Axcient helps MSPs. It seems like we are going off on a different path and I want to ensure we accomplish our goal. Do you want to table this for later to see if we have time at the end or can we extend our meeting for an additional 15 minutes to discuss this now?”

  14. Finishing a Meeting “So as we started the meeting, we said we would spend the last 5 minutes discussing if you thought we were fit or not. To recap, we discussed how you (state any problems you found) and how we could help with (tie your solutions to their needs). So let me ask you, are we a good fit? • If no – I am sorry to hear that as I thought we were. Do you might telling me where I missed the mark? • If yes – great. I completely agree. • How do you envision us going forward (get them to outline the next RNC and you state it back to them) • So let’s set up an hour next week where I come to your office and we review your specific technical inventory and needs, gaps and opportunities and then we can outline a go forward plan with a pricing structure that works for us both and sign a contract.”

  15. Other scenarios where a RNC is needed Problem with a current customer Dealing with a difficult customer Dealing with stalls Dealing with ambiguity or lack of specifics When you feel misaligned with expectations When you want to establish credibility When you need to reign people back in When you are struggling with time management

  16. Lack of specifics “I have dealt with some customers in the past where we were not aligned on who was doing what, so I want to make sure we are clear on what we are both doing, what we both need, what we expect and then ensure we can hold each other accountable to keep on track… • Why don’t you start • With regards to (enter specific you want)… • How to you envision a solution? • What has worked well (enter specifics and definitive agreements)” NOTE – if needed, document the agreement and steps to go forward.

  17. Reigning people back in “I feel like we are not aligned and I will own that as I did not set the stage correctly. I apologize. Let me take a step back and make sure we are aligned. So what I was hoping for…” Options depending on the situation: State your Right Now Contract if you did not at the start Re-state it in different words and get their agreement

  18. Tips to Getting Right Now Contracts Down • Practice every day on every communication for the next 2 weeks • At work with your meetings • Sitting down to dinner • Starting a call with a friend or family member • Get it to be fluid and comfortable in your own words and tone • Ensure you do it on every prospect or customer interaction • Once you see its power…share with your team!

  19. Polling Question #2

  20. Putting it all together:Sales skills learned thus far in MSP Ignition! • Value Proposition & Elevator Pitches • Growing your MSP Business with • Social Selling • Referrals • Networking events • Promotions • Qualifying for more business • The Power of Questions • Right Now Contracts

  21. THANK YOU & Q&A*Remember to fill out our post-webinar survey after we’re done!*

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