{"id":4537,"date":"2026-02-16T21:28:32","date_gmt":"2026-02-16T21:28:32","guid":{"rendered":"https:\/\/www.pax8.com\/blog\/?p=4537"},"modified":"2026-02-17T15:21:59","modified_gmt":"2026-02-17T15:21:59","slug":"ask-the-right-questions-rsf","status":"publish","type":"post","link":"https:\/\/www.pax8.com\/blog\/ask-the-right-questions-rsf\/","title":{"rendered":"Unlock the Secret to IT Sales Success with the Results Selling Framework"},"content":{"rendered":"<hr \/>\n<p><span data-contrast=\"none\">In the\u00a0progressive\u00a0world of IT services, managed service providers (MSPs) are swamped with the day-to-day tasks of managing existing clients and keeping up with industry\u00a0innovations. This leaves little time for effective prospecting. The Results Selling Framework from Pax8 Academy can help;\u00a0it\u2019s\u00a0your cheat code for successful prospecting, designed to make your sales efforts more\u00a0effective.\u00a0<\/span><span data-ccp-props=\"{&quot;335559739&quot;:360}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">As\u00a0the Program Manager\u00a0for\u00a0Sales\u00a0Enablement\u00a0at Pax8 Academy, my passion is helping MSP organizations enhance their operational and sales capabilities so they can scale and\u00a0operate\u00a0more efficiently.<\/span><span data-ccp-props=\"{&quot;335559739&quot;:360}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">Before joining Pax8, I spent 15 years in the MSP industry, where I learned and served in many roles, starting as a salesperson. With over 30 years of leadership\u00a0experience,\u00a0I\u2019ve\u00a0focused on everything from operations and sales to building and growing sales teams and sales processes. And\u00a0I\u2019m\u00a0excited to share my hard-earned insights with you through the Results Selling Framework.<\/span><span data-ccp-props=\"{&quot;335559739&quot;:360}\">\u00a0<\/span><\/p>\n<h2>Understanding the Commodity Trap<\/h2>\n<p>In IT sales, it\u2019s easy to fall into the commodity trap; focusing too much on what we sell, how it works, what it costs and how it compares to the competition. While discussing what we sell is unavoidable, it\u2019s crucial to remember that people buy for their own reasons: Needs and wants. What problem does our service solve? What opportunity does it create? What value does it add for the buyer?<\/p>\n<h2>Uncovering a Prospect\u2019s Needs<\/h2>\n<p>A key component of the Results Selling Framework is uncovering the prospect\u2019s needs early on. This involves:<\/p>\n<ul>\n<li><strong>Qualifying\/disqualifying early:<\/strong> Ensure you aren\u2019t wasting time with a prospect who won\u2019t close.<\/li>\n<li><strong>Identifying multiple problems:<\/strong> Uncover both business and personal challenges to understand how these issues impact their business.<\/li>\n<li><strong>Engaging questions:<\/strong> Ask questions that get buyers involved in the process.<\/li>\n<\/ul>\n<p>When executed well, this approach tackles the hardest part of the sales process. You should now know their decision-making process, multiple pain points, valid business reasons to partner and investment levels. This helps you determine if the prospect truly values IT services based on their responses.<\/p>\n<h2>Beyond Sales Techniques<\/h2>\n<p>Unlike many sales programs that focus solely on techniques, the Results Selling Framework emphasizes attitudes and behaviors that drive success. This proven sales process is geared around the buyer of IT services, developed by industry veterans who have spent decades selling IT services.<\/p>\n<h2>Making a Good First Impression<\/h2>\n<p>Just because a company is looking for a new IT provider doesn\u2019t mean they\u2019ll choose you. Like a first date, you need to make a good impression. Asking only about their tech needs isn\u2019t enough. You need to ask business questions that provide useful insights and help establish a relationship.<\/p>\n<h2>The Pax8 Results Selling Framework<\/h2>\n<p>Here are some of the proven sales techniques MSPs will discover in the Pax8 Academy Results Selling Framework:<\/p>\n<ul>\n<li><strong>Uncovering pain points:<\/strong> Focus on questions that reveal the problems prospects face, the impact on their business and the ramifications of inaction.<\/li>\n<li><strong>Engaging the prospect:<\/strong> Instead of offering a simple solution, make the prospect feel as if purchasing that solution was THEIR idea. For example, rather than suggesting the prospect look into cybersecurity to protect their business, you\u2019ll be able to identify challenges and have conversations that make the prospect feel it\u2019s their idea to better protect their company.<\/li>\n<\/ul>\n<h2>Sample Questions<\/h2>\n<p>The Results Selling Framework will teach you how to ask the right questions to target your ideal prospects. These questions are designed to dig deep into the prospect\u2019s problems and needs, helping you uncover valuable insights that can make or break a deal.<\/p>\n<p>By understanding the underlying issues and their impacts, you can position yourself not just as their IT provider but also as their indispensable business advisor.<\/p>\n<p>For many clients, cybersecurity is a top-of-mind topic. Here are some sample questions to get you started:<\/p>\n<ol>\n<li>Do you have cybersecurity insurance? This question helps you understand the prospect\u2019s current security posture and preparedness.<\/li>\n<p><\/p>\n<li>How much coverage do you have? Knowing the extent of their coverage can give insights into their risk management strategy and potential gaps.<\/li>\n<p><\/p>\n<li>Have you ever had a cybersecurity incident? If so, can you share what happened? This question digs into their past experiences and reveals pain points, allowing you to tailor your solutions to prevent future incidents.<\/li>\n<p><\/p>\n<li>Explain to me how your current provider remediated this incident? Understanding their current provider\u2019s response helps you identify areas where you can optimize service.<\/li>\n<p><\/p>\n<li>Tell me about the protections you believed were in place to reduce this risk? This question uncovers misconceptions and gaps in their current security measures.<\/li>\n<p><\/p>\n<li>How did that incident impact your company? By learning about the incident\u2019s impact, you can highlight the importance of robust security solutions.<\/li>\n<p><\/p>\n<li>Describe what happens when you get your annual cybersecurity survey from your insurance company. This provides insights into their compliance and risk assessment processes.<\/li>\n<p><\/p>\n<li>Explain how your current provider helps you with that survey. This helps you identify potential areas where their current provider may be lacking.<\/li>\n<p><\/p>\n<li>Describe what you do between those surveys. Understanding their ongoing security practices can reveal opportunities for continuous improvement.<\/li>\n<p><\/p>\n<li>What are the ramifications for your company if you do not do anything about this? This question emphasizes the importance of taking action and the potential consequences of inaction.<\/li>\n<p><\/p>\n<li>Tell me how you want things optimized to minimize the risk in your organization. This helps you understand their ideal outcomes and align your solutions accordingly.<\/li>\n<p><\/p>\n<li>What is your timeframe to implement these improvements? Knowing their timeline allows you to create a realistic and actionable plan.<\/li>\n<\/ol>\n<p>The goal is to understand the root of the problem, the impact it has on the business, the ramifications of inaction and the outcomes the prospect or client wants from your expertise. By asking these questions, you can uncover the true needs and challenges of your buyers, positioning yourself as the go-to solution partner in their journey toward success.<\/p>\n<h2>Winning Better Business<\/h2>\n<p>Whether it\u2019s talking with a new prospect or existing clients about technology that can solve their problems, the goal is to win the right business, not just more business. Here are some key results potential clients look for in an MSP:<\/p>\n<ul>\n<li>Growing their business<\/li>\n<li>Improving operational efficiencies and productivity<\/li>\n<li>Reducing risk<\/li>\n<li>Providing a competitive edge<\/li>\n<li>Enhancing relationships with employees, clients, and vendors<\/li>\n<\/ul>\n<h2>Before You Leave<\/h2>\n<p>Before leaving a meeting with prospects or clients, ensure you\u2019ve addressed these pain points:<\/p>\n<ul>\n<li>Did you uncover 2-3 real business problems they are experiencing?<\/li>\n<li>Did you determine the impact of these problems on their business?<\/li>\n<li>Did you find out what they want to change, when they want the changes to occur, and what positive business outcomes they desire?<\/li>\n<li>Did you get confirmation from all stakeholders that these problems are real, they have an immediate timeline to fix them, and a budget to fix them?<\/li>\n<\/ul>\n<p><span style=\"font-size: 1.7em;font-weight: bold\">Work with Pax8 Academy<\/span><\/p>\n<p>The Pax8 Academy Results Selling Framework is designed to help you succeed by focusing on meaningful engagement and understanding your prospects\u2019 and clients\u2019 needs. Pax8 Academy offers a wealth of <a href=\"https:\/\/www.pax8.com\/en-us\/academy\/rsf\/#4resource\" target=\"_blank\" rel=\"noopener\">resources<\/a> around the Results Selling Framework to help you learn more.<\/p>\n<p>Together, we\u2019ll make sure you avoid the commodity trap, engage prospects meaningfully and prevent ghosting. Explore more about the <a href=\"https:\/\/academy.pax8.com\/pages\/193\/results-selling-framework-hub\" target=\"_blank\" rel=\"noopener\">Results Selling Framework<\/a> in Pax8 Academy and start transforming your sales approach today.<\/p>\n<p>If you\u2019re not a Pax8 partner and you\u2019d like to learn more about the Results Selling Framework or what Pax8 can do for your business, fill out this <a href=\"https:\/\/www.pax8.com\/en-us\/academy\/rsf\/#form\" target=\"_blank\" rel=\"noopener\">form<\/a> and someone will reach out to you shortly.<\/p>\n<p><a class=\"btn-primary\" href=\"https:\/\/www.pax8.com\/en-us\/academy\/rsf\/#4resource\" target=\"_blank\" rel=\"noopener\">Begin your Results Selling Framework journey<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Discover how the Results Selling Framework can revolutionize your IT sales process. Learn the precise questions to ask to convert leads into loyal customers.<\/p>\n","protected":false},"author":171,"featured_media":5967,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_relevanssi_hide_post":"","_relevanssi_hide_content":"","_relevanssi_pin_for_all":"","_relevanssi_pin_keywords":"","_relevanssi_unpin_keywords":"","_relevanssi_related_keywords":"","_relevanssi_related_include_ids":"","_relevanssi_related_exclude_ids":"","_relevanssi_related_no_append":"","_relevanssi_related_not_related":"","_relevanssi_related_posts":"","_relevanssi_noindex_reason":"","site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[2,87,7],"tags":[],"class_list":["post-4537","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-business-management","category-grow-your-business","category-pax8-partners"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.3 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Maximize IT sales with the proven Pax8 Results Selling Framework | Pax8 Blog<\/title>\n<meta name=\"description\" content=\"The Pax8 Results Selling Framework helps MSPs convert leads into loyal customers.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.pax8.com\/blog\/ask-the-right-questions-rsf\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Unlock the secret to IT sales success with Pax8\" \/>\n<meta property=\"og:description\" content=\"Discover how the Results Selling Framework can streamline your IT sales process. 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