How to Handle MSP Sales Objections Without Pressure or Fear

Sales objections are a natural part of the MSP sales process, and how you handle them can make or break your chances of closing a deal. For many sales professionals in the Managed Service Provider (MSP) industry, objections have the potential to create tension and anxiety. However, with the right strategy and preparation, you can manage objections confidently without creating discomfort for your prospects.

This guide offers practical tips to help you navigate objections effectively and turn them into opportunities for building trust and closing deals.

Common Objections in the MSP Sales Process

Before diving into strategies, let’s identify some of the most common objections MSP sales professionals encounter:

1. "Your services are too expensive."
2. "I’m happy with my current provider."
3. "I need more time to think about it."
4. "Can you send me more information?"
5. "We don’t have the budget for this right now."

Understanding these objections allows you to prepare thoughtful, value-driven responses that address concerns without applying pressuring the prospect.

Tips for Handling Objections Confidently

1. Listen Actively

When a prospect objects, the first step is to listen attentively. Interrupting or rushing to respond can make the prospect feel unheard. Active listening helps you understand their concerns fully and demonstrates respect for their perspective. Let the prospect finish speaking, then summarize their objection to ensure clarity.

2. Acknowledge and Empathize

Acknowledging an objection shows the prospect that their concerns are valid. Empathize with their perspective by saying, “I understand why you might feel that way.” 

Perhaps you even recall a story from your own experiences where you felt the same way. Relay this to the prospect.

This approach diffuses tension and builds trust, making it easier to address the objection effectively. 

3. Clarify the Objection

Sometimes, objections are rooted in misunderstandings or incomplete information. They may even stem from issues unrelated to what is being said. Start by confirming the objection in summary to make sure you are both on the same page;

"What I think I hear you saying is..."

If it seems like there is more to the story, asking open-ended questions can help you uncover the real issue. For example:

• “What makes you feel that our pricing is too high?”
• "Are there any areas where you feel your current provider could improve?"
• “What specific information would help you make a decision?”
• "What would need to change in order for this to make more sense for you?"

You can tailor your response to address the underlying concern by first clarifying the objection.

4. Provide Reassurance

Objections often stem from uncertainty. Address this by highlighting concrete examples of your success with similar businesses, such as case studies and testimonials, to demonstrate how your services solve problems and deliver results. 

5. Reframe the Objection as an Opportunity

Reframing allows you to shift the focus from the objection to the benefits of your offering. It's a skill with some nuance that takes some practice to perfect. 

Learning about "why" something is important to a prospect, allows you to focus on how your solution addresses it differently.

For example:

• Objection: “Your pricing is too high.”
• Response: “Pricing is important. Fortunately, our solution saves you money in the long run when compared to solutions that appear less expensive. How much time does your team currently spend responding to issues, troubleshooting, and system maintenance?”

Another;

• Objection: “We’ve been doing fine. Our in-house team handles everything.”
• Response: “That’s great to hear that your current setup is working well. It sounds like your team is managing things effectively. What I’d like to point out is that managed services aren’t just for companies with problems; they’re designed to be proactive, preventing issues and monitoring and maintaining your systems 24/7. This way, your team can focus on strategic projects.”

This approach redirects the conversation toward the value of your services.

6. Leverage MSP Sales Training

Professional MSP sales training equips you with the tools and techniques to handle objections effectively. These programs often include:

• Role-playing exercises to simulate real-life scenarios.
• Strategies for building confidence in objection handling.
• Methods for shortening the sales cycle and closing deals efficiently.

Investing in the best MSP sales training ensures your team is prepared to tackle any sales prospect objection with confidence and professionalism.

The Role of the Managed Services Sales Process

A well-structured managed services sales process is crucial for objection handling. It provides a clear framework for guiding prospects from initial contact to closing. Key elements of this process include:

1. Discovery Phase: Understanding the prospect’s needs and pain points.
2. Presentation Phase: Demonstrating how your services address their challenges.
3. Objection Handling: Addressing concerns with empathy and data-driven responses.
4. Closing Phase: Confidently guiding the prospect to a decision.

By following a structured process, you’ll feel more confident and prepared to manage objections effectively. Objections give you a direct line of sight to your closing phase, and is thus a critical part of the process for your team to master.

Practical Tools for MSP Sales Professionals

In addition to training, several resources can help you refine your objection-handling skills:

1. Online MSP Prospecting Training: Learn how to generate and nurture leads effectively to build a strong sales pipeline. 
   (Schedule an MSP Sales Assessment Call)
2. MSP Coaching and Sales Training: Gain personalized guidance and feedback from experienced sales coaches.
   Download this free Audio Book "Objections to Opportunities" by Brian Gillette.
3. Case Studies and Testimonials: Use real-world examples to build credibility and address objections proactively.
   Take a look at some of Feel-Good MSP's testimonials here.

Turning Objections into Opportunities

Every objection is an opportunity to build trust and demonstrate value. When handled correctly, objections can strengthen your relationship with the prospect and bring you closer to closing the deal. Remember these key principles:

• Stay calm and composed.
• Focus on understanding and addressing the prospect’s concerns.
• Highlight the benefits of your MSP services in a way that directly resonates with their needs.

Conclusion 

Handling objections doesn’t have to be a source of anxiety. You can navigate objections confidently and effectively with the right mindset, preparation, and tools. A structured MSP sales process, with professional MSP sales training and resources like online MSP prospecting training, equips you to turn objections into opportunities.

By adopting these strategies, you’ll overcome objections and build stronger, trust-based relationships with your prospects. Ready to elevate your objection-handling skills? Explore our MSP coaching and sales training programs to take your sales performance to the next level.