{"id":5604,"date":"2019-09-10T22:53:59","date_gmt":"2019-09-10T21:53:59","guid":{"rendered":"https:\/\/www.n-able.com\/?p=5604"},"modified":"2021-06-02T17:55:39","modified_gmt":"2021-06-02T16:55:39","slug":"role-security-sales-process","status":"publish","type":"post","link":"https:\/\/www.n-able.com\/pt-br\/blog\/role-security-sales-process","title":{"rendered":"The Role of Security in the Sales Process"},"content":{"rendered":"

It is no secret anymore that the number one reason customers leave their current IT provider is due to a security issue. Therefore, as we are prospecting for new customers a good percentage of them will be looking for a more security conscious managed services provider (MSP). For this reason, our approach to selling IT services needs to be more security focused than ever.<\/p>\n

Here are some key tips on how to structure your sales approach to give it a security angle.<\/p>\n

Scenario #1: Prospect has not had a bad security experience yet<\/b><\/h3>\n

In this scenario, getting the prospect to be aware of the threat is paramount. Statistics and stories that showcase similar businesses in peril do well to set the stage. The bottom line is that you need to make sure they understand the threat is real and how much it could cost them. At this point some of you are probably wanting to comment about the ethics of fear-based selling.\u00a0While I am not a proponent of fear as a selling tactic, there are legitimate risks that every small business must be aware of or it could quite easily cost them their livelihood.\u00a0Presented in a factual way, it becomes less about using fear as a tactic and more about providing a consultative approach.\u00a0Make sure you let them speak along the way so that you can hopefully pick up on their largest concerns.\u00a0Doing this allows you to address those items in detail in your presentation.<\/p>\n

Scenario #2: The prospect has already had a bad security experience<\/b><\/h3>\n

This one is a bit easier because if they already understand the threat and the risk they do not need to be convinced. The key here is to listen first. Do not assume that you know what they have been through. By listening to their story, you will assuredly pick up which pain points were their biggest concerns so you can address them specifically when you begin your pitch.<\/p>\n

The presentation: How to present a security-forward sales pitch<\/b><\/h3>\n

As usual, remember to present benefits rather than features. Only a handful of prospects will actually understand your features. When explained in the context of how they prevent the risks mentioned above, they can apply those features to their needs. You can frame a presentation around the three key ideas of prevention, remediation, and recovery.<\/p>\n