A question we are often asked is, “When selling IT on a bundled rental or As-A-Service structure, how can we increase our closing percentages?”

We all know that contracted monthly recurring revenue (MRR) is important to the health of your business. We also know selling a project on a monthly payment that includes hardware, installation, and a multi-year managed services agreement makes things easier for your customer because they manage and pay one invoice from one entity each month. Ultimately, this approach benefits all involved, so selling your technology in this way seems like an easy decision. However, many IT customers are still in the habit of paying cash for their technology upfront, so a different sales strategy with a focus on education and storytelling is needed to change their way of thinking.

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SOURCE GreatAmerica