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Managing the MPS Process

In order to sell a MPS solution, a MPS consultant must go thru the MPS process: the MPS pitch, the MPS assessment, the baseline cost, the agreement of cost, etc., etc…  Well, many times, the MPS process can be very long and take some detours and wrong turns because the MPS consultant it not managing the process and staying in the decision maker’s good graces.

1.      Demonstrate Passion and Make it Personal to help this customer.                      

As a MPS consultant you are busy, I know this, but you must demonstrate PASSION for your service and solution and demonstrate to the decision maker that you are giving 110% to this process.  Many MPS consultant act like they are selling a box, it is about a relationship.  SHOW PASSION from the start and never lose it throughout the whole MPS process.

2.  Define a follow-up schedule.

The main reason I tell MPS consultants to use a project charter because the frequency of updates and following a detailed scheduled demonstrates professionalism as well as that you are PASSIONATE about helping your customer.  A project charter is a working document and can change, I understand that, but if you a follow-up schedule in place it keeps the decision maker’s interested and focused so when it comes time to make a decision, they are ready and informed.

3.  Don’t assume anything or walk in with premade solution.

Don’t fall back on your MPS knowledge and what you do for other customers.  Make sure you are asking probing questions and carefully listening to your decision maker’s needs and frustrations.  Not knowing their needs and frustrations and trying to make your customer fit your MPS solution will derail the MPS process during any part of the process.

4.      Tackle the issues that have direct impact earlier.

When you are learning the needs and frustrations of your customer, there are going to be 200 issues that all seem critical, but you need to understand that only a few will have a large immediate impact.  Agree on immediate issues resolve those, but remember the secondary issues as things to focus on once the primary are resolved.  Again, this will demonstrate you are a go-getter and it will not make the MPS process longer than it already is.  Secondary issues can be resolved, once a MPS agreement is in place.  Resolving secondary issues help build trust and a strong consultant/customer relationship, but they can also slow the MPS process.

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July 21, 2010 Posted by | Info for CEOs & CFOs, Info for IT Directors, Sales Tips Of The Day | Leave a comment