Dec 8, 2023
In this episode, Julie and I delve into the world of MSP sales, offering you practical strategies to enhance your sales process and build stronger relationships with your clients. We understand that selling can be a daunting task, especially for tech-savvy individuals, but fear not – we're here to help you navigate the path to more sales and greater success.
The Six Human Needs
Julie introduces us to the concept of the "Six Human Needs," a framework popularized by Tony Robbins. These needs underpin human behaviour and influence our decision-making. By understanding and addressing these needs, you can better connect with your clients and tailor your approach to their unique requirements.
Certainty and Uncertainty: People have a need for both security (certainty) and variety (uncertainty). Some seek stability, while others crave excitement and change. Recognising where your clients fall on this spectrum is crucial for meeting their needs.
Significance: Everyone wants to feel important and valued. It's essential to make your clients feel like they matter and that you genuinely care about their success.
Connection: We all yearn for human connection and a sense of belonging. If you can foster a sense of community or teamwork with your clients, it can make a significant impact on your sales relationships.
Growth: Some clients are driven by the desire to learn and grow. Highlight how your services can help them develop and improve, catering to their thirst for knowledge.
Contribution: Many people have a strong desire to give back or make a positive impact. If your company has a charitable component or contributes to a greater cause, share that with your clients to create a deeper connection.
Julie explains that by identifying which of these needs resonate most with your clients, you can tailor your sales pitch to align with their values and desires. This approach helps you build trust and rapport, making it easier to secure more sales.
Applying the Six Human Needs in Sales
Now that we understand the Six Human Needs, Julie and I discuss how to apply this knowledge in a sales context. It all comes down to active listening and adjusting your approach accordingly. By genuinely hearing what your clients are saying and understanding their needs, you can better position your products or services to meet those needs.
We emphasize the importance of using frameworks like the Decision Maker Map and behavioural profiling (like DISC) to gain a comprehensive understanding of your clients. This enables you to tailor your sales pitch effectively and demonstrate how your offerings align with their desires.
In conclusion, Julie leaves us with two invaluable tips for boosting your sales:
Don't Wear Your Locker Pants: In other words, don't impose your technical expertise and jargon on clients. Instead, meet them where they are, understand their needs, and guide them on their journey – just like Ian's amusing running track analogy.
Listen and Adapt: Pay close attention to what your clients are saying. Listen for clues about their needs, whether it's a desire for security, a sense of belonging, or a thirst for knowledge. Then, adapt your sales approach to address these needs, making your clients feel heard and valued.
Julie Hutchison's insights in this episode offer a fresh perspective on sales – one that prioritises the human aspect of business relationships. By understanding and fulfilling your clients' core needs, you can increase your sales success and build long-lasting connections with your clients. So, remember, it's not just about the technical stuff – it's about them.
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