This document outlines a 7 step sales process for supercharging revenue growth. The steps include preparation, warming up the prospect, qualifying them, presenting your solution, overcoming objections, closing the sale, and following up. Each step is then explained in more detail, providing guidance on how to properly execute that step, including what questions to ask at different points, how to handle objections, and tips for an effective closing. The overall process emphasizes preparing for each sales interaction, building rapport with prospects, thoroughly qualifying them to ensure fit, and providing value at each stage to move the prospect through the cycle.

1. A Step-by-Step Sales Process
Guaranteed to Supercharge
Revenue Growth!
Erick Simpson

2. Erick Simpson
Vice President & CIO, SPC International
Mr. Simpson is a recognized IT and Managed Services
Author, Speaker and Trainer, and contributor to
numerous industry publications and events. Author of
"The Guide to a Successful Managed Services Practice",
the definitive book on Managed Services, and the follow-
ups in MSP University’s Managed Services Series “The
Best I.T. Sales & Marketing BOOK EVER!” and “The Best
I.T. Service Delivery BOOK EVER!”, as well as his newest
book “The Best NOC and Service Desk Operations BOOK
EVER!”, Erick has also co-authored the HTG publication
“Peer Power – Powerful Ideas for Partners from Peers”.
Erick's prior experience includes overseeing the design,
development and implementation of Enterprise-level
Help Desks and Call Centers for Fortune 1000
organizations.
Erick
Simpson
Vice President & CIO
SPC International
www.spc-intl.com
• Over 20 years experience in the IT
industry
• Microsoft MCP, SBSC
• Author, Speaker and Trainer
• Built Call Centers and Service Desks for
Fortune 1000 Organizations

3. 7 Step Sales Process
• Preparation
• Warm Up
• Qualifying
• Presentation
• Overcoming Objections
• Closing
• Follow Up

4. Sales Step 1: Preparation
• Know your prospect
before you call them
• Study their Website
• Google EVERYTHING
• Develop your Warm
Up topics

5. Sales Step 2: Warm Up
• Relax, the decision maker is just a person
• Be prepared, know what you’re going to say,
and when you’re going to say it
• Utilize your data from Preparation
• Find common ground to break the ice
• Take your prospect’s mind off of the sale
• If you look like an IT person, you’ll be treated
like one – dress like the Trusted Advisor

6. Sales Step 3: Qualifying Using the QBS
Approach – PAS vs. SPA
• Use Diagnostic/Status Questions to uncover
needs and Qualify the ProspectStep 1: Credibility
• Use Issue Questions to discover if there are
Active or Latent Needs and to make Client
aware of Need
Step 2: Identify Need
• Use Implication Questions to create Emotional
Connection to Solution and Build Urgency
Step 3:
Connect Implication
• Let them know you can helpStep 4:
Introduce Solution

7. Qualifying Step 1: Credibility
Use broad, easy to answer questions to build
credibility
• Status/Diagnostic – Closed-Ended Questions that
are used to gather information quickly and build
credibility
• Transition – “Instead of a Generic Sales Pitch
would it be okay to ask you a few Specifics about
your current IT Environment?”
• Example – “Are your servers running Server 2008
or 2003?”

8. Qualifying Step 2: Identify Need
Narrow the Scope of you Conversation to build
value
• Issue – Why would someone want or need your
solution?
• Transition – “Other than the obvious need to have
your infrastructure functioning properly what are
you specifically looking for in your IT Provider? ”
• Example – “To what extent is the backup of
crucial data important to your strategy? ”

9. Qualifying Step 3: Implication
Increase the Velocity of the Sale with Motivators
• Implication – Deeper Questions and motivators
behind choices. The “Why” behind the issue.
• Transition – “Since you’re concerned about (insert
Issue), how does this affect your ability to (insert
Implication) ”
• Example – “Oh, since you’re concerned about
data backup and recovery, how does this affect
your ability to maintain regulatory compliance? ”

10. Qualifying Step 4: Solution
Use Solution Questions to Secure the Next Step
• Solution – Summarize the Client’s
requirements and suggest next steps.
• Transition – “How familiar are you with (Insert
Solution)?”
• Example – “Mr./Ms. Prospect it looks like we
can help. Does it make sense to schedule a
network assessment to make sure? How about
next Tuesday at 8:00 am?”

11. Opportunity Development

12. First Appointment
Create PAS
“Play Book” and
Needs Analysis
before Appointment
Warm Up Decision
Maker
Qualify to Ensure
You are Speaking to
Decision Maker
Make Introductory
High Impact
Statement
Ask Permission to
Ask Questions
Begin
Conversational
Layering Process
Use Implementation
Questions to build
Urgency
Position Away
Alternatives
Set Appointment for
Network Analysis
and User needs
Analysis

13. Sales Step 4: Presentation
2nd Appointment
• Present your services
• Present your numbers
• Present on your terms
• Don’t forget your warm up!!!

14. Sales Step 4: Presentation
Prospects invest for practical reasons, explain your
services in practical terms…
• Present in a clear, concise, logical order
• Use your prospect’s words when you can
• Stay focused
• Don’t let the prospect take you off course (i.e.
price)
• Don’t get technical
• Tie your features and benefits to their pain points

15. • The Power
Point
Presentation
Step 1
• The
Managed
Services
Proposal
Step 2
• The Cost
Savings
Analysis
Step 3
How to present in a clear, concise, logical order…

16. You’re the most valuable service provider in town, your pricing should reflect it…

17. Sales Step 5: Overcoming Objections
An objection is only a misunderstanding or lack
of information – avoid creating them…
• Don’t create arguments
• Don’t oversell features and benefits
• Don’t move forward until you confirm your
prospect’s understanding
• Don’t ignore your prospect’s questions
• Don’t use sales profanity…

18. Overcoming Objections
Words mean things, don’t use words that mean
the wrong thing…
Most common sales profanity:
Bad Word Better Word
Customer Client
Contract Agreement
Buy Invest
Problem Challenge
Appointment/Meeting Visit

19. Overcoming Objections
An objection is only a misunderstanding or lack
of information…
Step 1: Identify Objection
(Minor, Major, or Conditional)
Step 2: Acknowledge Objection
(I understand Mr. Prospect…)
Step 3: Qualify Objection
(Ask more questions)
Step 4: Answer Objection
(Clarify the misunderstanding)

20. Overcoming Objections
There are 3 types of objections, which are you
dealing with?
Step 1:
Identify
Minor Objection – The prospect’s way of saying
slow down. Overcome this objection NOW!
“I want to think about it…”
Major Objection – An objection that can be
overcome, but not today - such as public school
budgets
“Our budget cycle is not until next quarter…”
Conditions – Terms for doing business. You
cannot overcome conditional objections
“Our security measurements must meet HIPAA
Compliance…”

21. Overcoming Objections
To be the trusted advisor, let your prospects
know you hear them…
Step 2:
Acknowledge
“I understand Mr./Ms.
Prospect…”

22. Overcoming Objections
Back up a few steps in the process to move
forward in the process…
Step 3:
Qualify
Remember your qualifying process:
Discover what the misunderstanding is
Discover what information the prospect
is lacking

23. Overcoming Objections
Clear the objection and close by invoking
emotion
Step 4:
Answer
Once you discover what the
misunderstanding is, simply clarify.
Once you discover what information
the prospect is missing, simply
deliver it.

24. The Price Objection
What is the prospect REALLY asking when they
ask you “how much will this cost?”

25. The Price Objection
• When the perceived value of a
solution exceeds its cost,
decision making is easy
• For prospects who have
pressing needs, not buying your
product or service might be
their most expensive option

26. Sales Step 6: Closing
Closing is not the most important step in the
sales cycle, it’s the 6th step…
• Assume the sale – keep moving until they say stop
• Don’t oversell – listen for the buying signs to close
• Don’t stumble through your closes – Practice,
Practice, Practice
• Remember your “value info” from your warm up

27. First Scenario
You have attempted to close and the prospect tells you
“I want to think about it”:
You Should:
A. Ask the prospect what they want to think about.
B. Summarize the features and benefits and attempt to
close again by giving the prospect a reason to buy.
C. Attempt to close while creating urgency.
D. Ask the prospect when you should follow back up
with them again and how long they will need to think
about it
Correct answer is “A”

28. Second Scenario
You finish your presentation and the prospect says
“Everything looks good to me”
You Should:
A. Ask the prospect what looks best
B. Ask what you have to do to get started
C. Pull out an order form and ask for a signature
D. Summarize Features and Benefits and attempt a close
Correct answer is “B”

29. Third Scenario
You Present your price and the Prospect says, “Your
price is too high!”
You Should:
A. Ask the Prospect to explain what they mean
B. Offer discounts
C. Compare your value to the competition
D. Ask the Prospect “What does our price need to be?”
Correct answer is “A”

30. Fourth Scenario
Customers who state they have a cash flow problem
Are:
A. Possibly using this as an excuse not to buy
B. Asking you to finance the opportunity
C. Giving you information on how they will buy
D. Asking you provide a financing solution
Correct answer is “C”

31. Fifth Scenario
Your prospect asks “how fast can you deliver?”:
You Should:
A. Check and see when delivery can be arranged
B. Continue to sell and build more value
C. Ask the prospect how soon they can take delivery
D. Ask “How will that impact your decision?”
Correct answer is “A”

32. This is the easiest step to get you more business, don’t skip it…
Continue marketing to your
prospect while you close
The more you touch your prospect,
the better chance you have of
winning the business
Use a variety of follow up methods

33. Variety will impress your prospects and show great client service…
Simplify your selling, distribute after every interaction:
-Postcards
-After Action Emails
-Phone Calls
-Thank You Cards
-Appointment Confirmation Cards

34. There are two kinds of referrals, profitable ones, and unprofitable ones…
Simplify your service delivery by
asking for vertical-specific
referrals
Get more referrals by using a
Referral Lead Sheet
Execute your Preparation step for
the next sale with your new client
NOW!

35. Thank You