Closing Leads: How TeamLogic IT Helps Owners Become Solid Sellers
Not everyone is a born salesperson, but TeamLogic IT puts the skills into place to help franchise owners succeed at marketing and promotion
Should a TeamLogic IT franchise owner be good at sales? It certainly doesn’t hurt, but sales savvy is no more necessary to success than being able to repair mainframes.
“We know that not all salespeople are created equally, and some people have no background in sales at all when we meet them,” says Chuck Lennon, President of TeamLogic IT. “In the same way that we teach owners how to hire the right techs, we also help them become comfortable meeting with clients — and also how to hire someone who can close deals, if necessary.”
Coordinating the right time and right hire
A new TeamLogic IT franchise owner learns about the sales cycle during the initial training that takes place before he or she opens for business. In some markets, they might need someone to cold-call and set up appointments — services that TeamLogic IT will provide in those early days. And the owner also will learn not only some sales techniques to use, but also how to hire the right closer.
“As obvious as it sounds, I’ve had numerous conversations with franchise owners who have hired a very low-level person just out of school who’s just not ready for the specialized sales process of IT, especially managed IT services,” Chuck says. “We want to make sure that owner knows what he or she is looking for, but also help them develop their own skills so they can play a role in the process.”
Understanding the sales process
Knowing how the sales pipeline works is essential, because setting appointments well doesn’t translate into closing deals. Many TeamLogic IT franchise owners love to get in front of current and potential customers, for example, but they aren’t so great at setting up appointments. They need someone who’s good at overcoming those initial obstacles. Others are great at networking and learning about potential clients’ businesses, but they don’t care for presentations. TeamLogic IT can guide both types of owner to the right person for their team.
“We provide a lot of guidance to owners when we work with them to figure out where the process is not functioning well,” Chuck says. “If they need a hunter, we help them find the person who is great at uncovering needs and setting appointments. If they need a closer, we find someone who knows how to take advantage of every opportunity. What we want to do is make sure that the franchise owner participates at whatever point he or she will absolutely shine, and put the deal over the top.”
TeamLogic IT is a top-rated technology franchise that solves a major headache for small and medium-sized businesses by offering managed IT services solutions that turn technology into an ally rather than an obstacle for clients. We are a fast-growing business with franchisees who meet a universal need among today’s businesses: the need for rock-solid IT solutions that prevent downtime and provide security for critical data.