Core Principles of the Feel-Good Close

I started Feel-Good MSP as a way to help MSPs reach their maximum sales potential using a unique philosophy; the Feel-Good Close. It’s based entirely on three principles which sound quite simple, but when properly integrated into your process they create a powerful sales machine.

1. Focus on the Solution

There are plenty of ways to scare off a customer, and product-forward selling is one of them. When you start off the sales process talking all about the product, the company, or even yourself - it puts the buyer on the defense. It often creates new questions that they hadn’t even considered and puts further distance between you and a sale. By constantly focusing on the solution, we can clarify the customer's specific problem, saving everyone precious time by understanding whether or not our product is even a viable solution in the scenario. As the salesperson, we’re simply the humble guide, shining a light on the path towards solving their problem. 

2. Fight for Authenticity

Instead of just saying “be authentic” I say “fight for authenticity”. The reason for this is because it’s not just about us. Not only must we be our most authentic selves, but we also want to create a specific environment. One in which the customer has permission to also be their most authentic self. 

Rather than putting on some kind of sales mask, being authentic brings us numerous benefits. When we create a space for the prospect where they can speak the truth without being pounced upon, there’s no excuse for bad behavior on anyone's part. In the event that someone lies or becomes evasive, the other party is free to call them out and hold them accountable.

3. Build Connection

Much more time is spent in the office than with our families, so it’s important to enjoy our work-life; to feel like it has real value. Building meaningful connections not only does this, but it also creates new business opportunities for us organically.

Building connections with our business partners isn't just a nice idea — it's proven to drive sales.

Customers have been trained to go on the defensive, to battle aggressive sales people. But when we employ these Feel-Good principals, putting them into everything we do, we have a method to deconstruct this adversarial sales complex. 

We should do this, not just in our meetings, but in all of our language and actions. That includes our marketing communications, our scripts and templates, and methodology. The actions you take will run completely counter to the stereotype of the sleazy salesman, and drip by drip the bucket fills. Small acts, but big impact.

Building meaningful connections over time, in such a way, consistently generates new leads for an organization. It helps us to set ourselves apart from the competition, to push away from the pack in the increasingly competitive space of managed services.

You'll generate more of the right kind of business, and I promise you will feel great doing it.