The words of wisdom keep coming out of ConnectWise’s IT Nation Secure conference, which was held in Orlando, June 21-23. During her presentation on “Cybersecurity Sales in a Post-Pandemic World,” Jennifer Bleam, CEO of MSP Sales Revolution, told the audience her favorite closing question is “Did you know how bad it was?”
No is a great answer, Bleam observed. “If they say yes, then it’s simply that’s what I figured,” she added. “Then ask, is this risk acceptable to your company today and would you like me to share with you how we can bridge that gap?”
She further emphasized that discovery is key and that the healing part is the easy part while the discovery part is the hardest.
Bleam shared a few more words of wisdom for MSPs selling cybersecurity, including when selling technology, approach it from perspective of a prospect. As she explained, think how much does it cost, do I really need it, and why didn’t you try to sell this to me before? And, are you selling something I don’t need?
“The key to selling technology is explaining to the prospect that there’s a new problem that could impact their world that wasn’t a problem before,” said Bleam. “Explain why they need the widget and why you are going to sell it to them.”
She added that fear, uncertainty and doubt is better at creating sales momentum than unicorns and fairies. “If you choose to sell that way, your closing rate will be different than fear, uncertainty and doubt. But if you use both, you will do better than someone who just uses fear, uncertainty and doubt.”
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