{"id":8082,"date":"2016-06-28T13:19:03","date_gmt":"2016-06-28T13:19:03","guid":{"rendered":"http:\/\/www.digitek.com\/?p=8082"},"modified":"2018-12-31T18:22:30","modified_gmt":"2018-12-31T18:22:30","slug":"handle-objections-next-managed-services-pitch","status":"publish","type":"post","link":"https:\/\/arli.com\/handle-objections-next-managed-services-pitch\/","title":{"rendered":"How to Handle Objections at Your Next Managed IT Services Pitch"},"content":{"rendered":"

Every sales rep, at one time or another, will face a variety of objections when it comes time to close the sale. When it comes to selling Managed IT Services it can seem like those objections are insurmountable. What counts, and can get you to the handshake, is how you handle these objections as you move towards the close.<\/p>\n

Let\u2019s look at the best way to handle the three most common objections sales reps face when trying to close a Managed IT Services sale.<\/p>\n

    \n
  1. \u201cWe already have our\u00a0IT needs covered.\u201d<\/strong> – Everyone has a different idea of what IT is and what providers should bring to the table. Since each company\u2019s IT situation is unique and comes with its own set of challenges, it\u2019s important to uncover details about your prospect\u2019s current IT services, provider and issues they are having. This information will allow you to present a side-by-side comparison so your prospect will know if they are receiving maximum value from their current IT Services provider.<\/li>\n
  2. \u201cBut, you\u2019re not really an IT company.\u201d<\/strong> – This is a pretty common objection, especially if you have been providing Managed Print Services to this client. If you\u2019ve just expanded into Managed IT Services, have a customer testimonial or two ready to present. Providing your potential client with examples of how you have successfully implemented a Managed IT Services program with local companies can help showcase your expertise.<\/li>\n
  3. \u201cIt\u2019s not in our budget\u201d, or \u201cwe don\u2019t have the money.\u201d – <\/strong>Don\u2019t make cost savings your lead when selling Managed IT Services. One way to handle this objection is to examine the potential cost of NOT having the technology in place to control IT costs and protect their IT environment when money is the issue.<\/li>\n<\/ol>\n

    Your sales team might be experts when it comes to closing Managed Print Services contracts. But, do they know how to identify and qualify a Managed IT Sales opportunity? Digitek offers online sales training to prepare you team to grow recurring Managed IT Services revenue with online sales training. Contact your ARLINGTON<\/a> account manager today!<\/p>\n","protected":false},"excerpt":{"rendered":"

    Every sales rep, at one time or another, will face a variety of objections when it comes time to close the sale. When it comes to selling Managed IT Services…<\/p>\n","protected":false},"author":5,"featured_media":8083,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"image","meta":{"footnotes":""},"categories":[28],"tags":[60,61,62,63,64,65],"class_list":{"0":"post-8082","1":"post","2":"type-post","3":"status-publish","4":"format-image","5":"has-post-thumbnail","7":"category-our-blog","8":"tag-managed-it","9":"tag-objection-handling","10":"tag-online-sales-training","11":"tag-partnerpro","12":"tag-sales-calls","13":"tag-sales-reps","14":"post_format-post-format-image"},"yoast_head":"\nHow to Handle Objections at Your Next Managed IT Services Pitch - ARLINGTON<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/arli.com\/handle-objections-next-managed-services-pitch\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How to Handle Objections at Your Next Managed IT Services Pitch - ARLINGTON\" \/>\n<meta property=\"og:description\" content=\"Every sales rep, at one time or another, will face a variety of objections when it comes time to close the sale. 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