Chapter One: The Foundation for Security Sales Success
- How to change a security sales job into a professional, highly-paid career.
- Why “one-size-fits-all” security sales presentations don’t work.
- How old-school closing routines kill sales.
- How to position yourself as more than a salesperson.
- How to turn one-time customers into lifetime clients.
- The anatomy of highly-successful security sales professionals.
- The single most-important security buying decision factor (no, it’s not price).
Chapter Two: The Security Sales Success Mindset
- Why the security industry is such a great choice for sales professionals.
- Why you should feel proud about your role as a security sales consultant and
how your feelings towards your profession influence your results. - How clients see the most successful salespeople.
- How the way you sell can become your most powerful competitive weapon.
- Why you should not be selling alarm systems.
- How to create an image that makes customers want to do business with you.
- Why “the close” is not the most important part of the security sales process.
- How to avoid “negative return sales calls.”
- What you need to do before you have any chance of making a sale.
Chapter Three: How to Find the Best Prospects
- What you need to know about the market for home security.
- Why you don’t have enough high-quality sales appointments (and what to do about it).
- The three security needs intensities.
- The importance of the “dominant buying motive.”
- The security marketing process.
- The three primary security marketing strategies.
Chapter Four: Business Development Fundamentals
- How to create a high volume of quality sales leads.
- Why business development is not “just a numbers game.”
- How to leverage your existing customers for more opportunities.
- Your single largest untapped source of new business.
- How to create a powerful, business-building network.
- Where to find the best prospects who are ready to buy now.
Chapter Five: Dominate Your Market
- How to position yourself as the top security expert in your market area.
- How to put the power of publicity to work for you.
- Why and how to become the “security guru” in your community.
- Ways to build your personal brand to improve your professional presence and
stand out in the marketplace. - How to create exclusive streams of sales leads with no competition.
- How to leverage the power of the Internet to fill your sales opportunity pipeline.
Chapter Six: Your Business-Building Game Plan
- How to assess your current situation.
- How to size up the competition for the kill.
- How to manage your sales opportunity pipeline.
- How to develop and implement a systematic plan of attack.
- How to focus and manage your time for maximum results.
Chapter Seven: Pre-call Preparation
- What to do before heading out for a sales appointment.
- A ten-minute effort that will pay huge dividends.
- How to eliminate no-shows and cancellations.
- How to use visual aids to maximum effect.
- How to avoid “shooting yourself in the foot” and killing sales.
- How to create a winning sales attitude.
Chapter Eight: The Warm-Up
- How to turn prospects into friends and allies.
- How to make instant emotional connections that eliminate objections and
move buyers to reveal their real problems and needs. - Steps to take in the first five minutes that will greatly increase your sales.
- How to confidently and effectively control your sales appointments.
- How to easily adapt your style to any situation.
- How and why to sell yourself first.
- Why and how you should offer your prospect an “early out.”
- How to effectively sell to any personality type.
Chapter Nine: Needs Analysis
- How to expertly use questions to move the sale along.
- The four types of security sales questions and when/how to use them.
- How to make your prospects say “yes” to your recommendations.
- What you must do first before offering a solution.
- How to stay organized and on track during the sales call.
Chapter Ten: The System Demo
- Why and how to demo the system.
- The single biggest demo mistake.
- Why and how to involve your prospects in the demonstration.
- How to easily manage distractions and use them to your advantage.
- Why and how to turn sales presentations into client-focused conversations.
- Blazing a “trail to the sale” with small positive agreements.
- How to build so much value that the prospect has to say “Yes!”
Chapter Eleven: System Design
- Why and how to use a security audit.
- Why and how to involve your prospects in designing their security system.
- How to make recommendations during system design.
- How to take your prospect’s “temperature.”
- How to unearth additional security needs.
- Why and how to appeal to your prospect’s emotional needs.
- How not selling will help you sell.
- How to easily sell monitoring contracts.
Chapter Twelve: Getting to “Yes!”
- How to know when the time is right to close.
- Why prospects don’t buy, and what you can do about it.
- Common mistakes even veteran salespeople make when addressing concerns.
- When to deliver your final closing statement and what to say.
- What not to say while closing.
- How to present the price.
Chapter Thirteen: Negotiating
- The six most expensive words in sales.
- The cardinal rule that must always be followed when handling buyer concerns.
- Why price isn’t as important as you think it is.
- How to easily and expertly handle price objections.
- What to do when your prospects say “We’d like to think about it.”
- How to overcome “Buyer’s Remorse in Advance.”
- How to eliminate the prospect’s perception of risk.
- How to get more than you give in a negotiation.
- How to lay the groundwork for referrals.
Chapter Fourteen: Post-sale Follow Up
- How to turn one-time customers into lifetime clients.
- How to eliminate cancellations and rescissions.
- What to do before you leave.
- What to do immediately after the sale.
- What do do if you don’t close on the first call.
- How to create a steady stream of referrals.
- How to anchor your business relationships and create
loyal customers who will never leave you for a competitor.