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Provide a 3-day rider for the customer's decision. This might even be required in some areas, but it's a good practices in all areas. This allows the customer to back out of the agreement. It's a great option so your customers won't think they were pressured into a sale. As a bonus, said Brenchley, "If a customer [with a new alarm system] can feel it, touch it, see it, use it, then they get engaged. Focus your people on principles, not just money.
Brenchley says that while most outside sales people focus on money, as a company owner or manager, you need to focus them on principles first. Are they improving the safety of their customers or are they just there to make a buck?
6 Proven Steps to Effectively Sell Security Systems - Security Sales & Integration
Ensure licensing. Big companies like ADT and APX have compliance programs to ensure that all sales and installation staff members are licensed. One thing APX does is that they have their sales IT system set up that the sales person can't check the credit of a potential customer unless he is actually licensed. The company had to invest heavily in IT systems and infrastructure to make it work, but the model worked well for a high-volume firm like APX. Identify your bad apples.
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Utah-based Pinnacle Security faced criticism and lawsuits over door-to-door sales practices until it was able to catch up to its explosive growth with good personnel policies. Good alarm companies need to track who is generating the complaint reports and get them out of the organization. At ADT, said Strade, "if you step over the line, we start discipline. Develop a compliance department.
As Pinnacle responded to early problems, its spent a million dollars on systems and on a new compliance department that is taxed with following up on violations or complains of code violations. Hafen said that investigations have to be thorough and the company has to be ready to create consequences.
Create a customer quality assurance program. Pinnacle's model is simple; two phone calls are made to customers. One is made before the system is installed and the second is after the installation. The calls ensures that the customer understands the terms of the agreement and it gives the customer a chance to provide feedback on the sales representative and installer. Formalize everything with standard operating procedures. They're useful for when enforcing consequences for the bad apples, but they are also set your minimum expectations and any standards that are part of your outside sales business.
Train, train, train, and then train some more. At ADT, Pinnacle and APX, everyone we spoke with said that sales people have to go through an extensive training process before they can hit the ground running. ADT runs a monthly sales training class for all the dealers it's one of Strade's primary job duties , but other firms might find it necessary for individual managers to train their team members. As a business operator, you need to determine where the balance between centralized, standardized training and distributed training by local managers will sit, but either way, training has to be the first priority.
Don't always do door-to-door. But wait, isn't this article about door-to-door best practices?
It is, but according to APX's Brenchley, the number one thing an effective door-to-door sales person can do is to get referrals, so they move from the door-to-door canvassing approach to a direct-introduction approach — and if you're company is adopting best practices, you're more likely to get those referrals from highly satisfied customers. At the ISC West tradeshow, the Electronic Security Association held a public signing of its code of ethics, a move that came in response to claims of questionable door-to-door efforts in the industry.
Top 5 Best Home Security Systems: July 12222
Strade shares sales training tips for SIW readers in this article. Best practices for door-to-door alarm sales. November 23, Photo by G. Join Thousands of Fellow Followers Login or register now to gain instant access to the rest of this premium content! Learn how prospect for sales leads, deliver a polished presentation guaranteed to sell, and close more sales. Lou exposes the top objections security salespeople face and more importantly, exactly how to answer the objections sales pros face in a professional non-threatening way.
Learn twelve closes that will insure you close more sales. Lou has trained security professionals in every state in the United States as well as in thirty countries around the world. No reviews were found. Please log in to write a review if you've read this book.