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Digg it UP - Alarm Sales is a Science and an Art - It's Not a Numbers Game
There are several things that are important about procurement that you should consider. In a business standpoint, timing is virtually essential. If you are like many business owners, the best time is the time when prices will be low enough to handle. This can be quite difficult to call and even more so, it will be difficult to manage. But, when procurement is used effectively, your business truly can reach new heights. What should you consider in procurement?• You will want to consider the timing. If you take delivery of the product now, will you have to pay additional inventory costs? If you wait another week, will it be less likely to cost as much? This would be quite vital information in a large organization that is using pro
• Stand and suggest starting at the front door (Don’t Ask).
• Paint a picture, get them involved and seeing themselves using the system.
• Give your opinions and get them to decide where they want to place their equipment.
• Ask questions that get them to take possession of the system. “So you’re going to want a contact on this door?”
Step 6 Paperwork (If steps 1-5 have been done properly, step 6 is just a formality)
• Take out your paperwork and begin (Don’t ask permission)
• Be Assumptive!
• Get them involved in the process by giving them assignments.
• Go over Schedule of protection and make suggestions for a couple of add ons with a Don’t Care Attitude.
• Put for aside as you have dropped the seeds on extra parts and do not want a snap decision.
• Complete all agreements.
• Close yo
Tips on Increasing Customer Loyalty for Small BusinessI know customer loyalty is important, how can I check that I have done all I can to build loyalty?You're right customer loyalty is critical. People focus too much on new business when it's more profitable to focus on existing customers. Research shows that a 5% improvement in customer retention rates yield between 25%-100% increase in profits across a wide range of industries. Loyal customers buy more, more regularly and they frequently recommend your business to others. Here are a few pointers for increasing loyalty.1. Start with knowing who your customers really are. Research the needs of your customers. Then develop ongoing solutions or support that are highly valued
My training programs are specific to the security alarm business, so when I run into a common problem that is costing dealers and representatives of alarm companies many man hours, it is easily identified.
There are some consistent problems that I see over and over again, wherever I go and I’ll share a major fault with you. It seems that sales representatives would rather spend a full day running around and looking for the customer that was considering a security system and pulls them into a sale.
This long cycle sale concept is the number one waste of production and always brings mediocrity at best to the bottom line. A properly trained alarm consultant will make a customer out of 75% of the people they have an opportunity to educate, so instead of looking for a “lay down sale” they simply find a home or business owner to educate. The best representatives will achieve this on a single visit.
A sales representative will often be on an agenda and does not take the opportunity to properly educate the consumer one step at a time. This process is a product of poor training, low expectations or standards and little if any accountability. The complete training program is rare these days and often delivered by some corporate mouthpiece that has little or no experience in our field. The proper training will train the trainer how to teach, grow, make the representative responsible to a higher standard and create accountability controls.
If your representatives don’t fully understand the intricacies and processes of the eight steps to a proper alarm sale, they are missing the boat and playing a numbers game. Following is an outline of the complete 8 step process and a representative should never proceed to the next step without proper performance of each.
Step 1 Door Step
• Give Away-Take Away
• Don’t Care Attitude
• Confidence
• Two Question Maximum
a: Answer, b: Take-Away, c: Invite yourself in (a learned skill)
Step 2 Rapport
• Make a Friend
• F.O.R.M Family, Occupation, Recreation, Misc.
• It is extremely important to build a relationship with your customer before proceeding to steps 3-9. Don’t interview them, share yourself with them and interact.
Step 3 Cost Analysis (Create the Greed)
• Point by Point breakdown of costs and expectations. Be detailed, take your time, get them excited, show pride in your offer, make sure they understand the program, create a sense of urgency, do your take- aways.
• Customer realizes what they would loose if you should leave without signed paper today.
• Customer will know why they are saying YES and how it will benefit them when you are doing a proper cost analysis.
Step 4 Book Presentation (Create the Need)
Remember that the book is a conversation more than a presentation. It gives you an opportunity to remove the seven (7) possible objections you could hear and getting the consumer to remove each one out of their own mouth, before one becomes an excuse not to do business with you today.
• An educational tool and NOT a scare tactic.
• Be Personable.
• Be Passionate.
• Be Concerned.
• LISTEN for the road map!
• Ask at least 35 NON SALESMANLIKE questions.
Step 5 Walk Thru
• Stand and suggest starting at the front door (Don’t Ask).
• Paint a picture, get them involved and seeing themselves using the system.
• Give your opinions and get them to decide where they want to place their equipment.
• Ask questions that get them to take possession of the system. “So you’re going to want a contact on this door?”
Step 6 Paperwork (If steps 1-5 have been done properly, step 6 is just a formality)
• Take out your paperwork and begin (Don’t ask permission)
• Be Assumptive!
• Get them involved in the process by giving them assignments.
• Go over Schedule of protection and make suggestions for a couple of add ons with a Don’t Care Attitude.
• Put for aside as you have dropped the seeds on extra parts and do not want a snap decision.
• Complete all agreements.
• Close you
Levels of New Market DevelopmentA. PassivePassive here means broad spectrum media ads which stimulate the front runners - who are the gasoline for the engine of the movement of any new product from "new" market development until it becomes a commodity. These are the TV or newspaper ads that stimulate enough people to act. This stimulus/response takes a little selling, but, is a lot easier than direct sales, and is a little harder than merchandising commodities.B. ActiveThis is direct sales. Direct sales means that you called (or mailed to) them directly and went for a "yes" or "no" without them being predisposed in the first place. Direct sales is the most difficult to achieve, but is also the most rewardi
A sales representative will often be on an agenda and does not take the opportunity to properly educate the consumer one step at a time. This process is a product of poor training, low expectations or standards and little if any accountability. The complete training program is rare these days and often delivered by some corporate mouthpiece that has little or no experience in our field. The proper training will train the trainer how to teach, grow, make the representative responsible to a higher standard and create accountability controls.
If your representatives don’t fully understand the intricacies and processes of the eight steps to a proper alarm sale, they are missing the boat and playing a numbers game. Following is an outline of the complete 8 step process and a representative should never proceed to the next step without proper performance of each.
Step 1 Door Step
• Give Away-Take Away
• Don’t Care Attitude
• Confidence
• Two Question Maximum
a: Answer, b: Take-Away, c: Invite yourself in (a learned skill)
Step 2 Rapport
• Make a Friend
• F.O.R.M Family, Occupation, Recreation, Misc.
• It is extremely important to build a relationship with your customer before proceeding to steps 3-9. Don’t interview them, share yourself with them and interact.
Step 3 Cost Analysis (Create the Greed)
• Point by Point breakdown of costs and expectations. Be detailed, take your time, get them excited, show pride in your offer, make sure they understand the program, create a sense of urgency, do your take- aways.
• Customer realizes what they would loose if you should leave without signed paper today.
• Customer will know why they are saying YES and how it will benefit them when you are doing a proper cost analysis.
Step 4 Book Presentation (Create the Need)
Remember that the book is a conversation more than a presentation. It gives you an opportunity to remove the seven (7) possible objections you could hear and getting the consumer to remove each one out of their own mouth, before one becomes an excuse not to do business with you today.
• An educational tool and NOT a scare tactic.
• Be Personable.
• Be Passionate.
• Be Concerned.
• LISTEN for the road map!
• Ask at least 35 NON SALESMANLIKE questions.
Step 5 Walk Thru
• Stand and suggest starting at the front door (Don’t Ask).
• Paint a picture, get them involved and seeing themselves using the system.
• Give your opinions and get them to decide where they want to place their equipment.
• Ask questions that get them to take possession of the system. “So you’re going to want a contact on this door?”
Step 6 Paperwork (If steps 1-5 have been done properly, step 6 is just a formality)
• Take out your paperwork and begin (Don’t ask permission)
• Be Assumptive!
• Get them involved in the process by giving them assignments.
• Go over Schedule of protection and make suggestions for a couple of add ons with a Don’t Care Attitude.
• Put for aside as you have dropped the seeds on extra parts and do not want a snap decision.
• Complete all agreements.
• Close yo
Do franchise regulations from the government help protect the franchise buyer this has been a big debate amongst franchising attorneys on both the Franchisor and the franchisee side of the law. Further, 13 states have instituted franchise regulations and required registration before a franchise or sells franchises to a resident in that state.Other states have become notification states and there are also a few of those, which require Franchisor's to send in their disclosure documents or Uniform Franchise Offering Circulars UFOCs. But does all this government oversight really help the consumer? The federal government at the Federal Trade Commission also has rules, which govern those states which do not provide franchising rules of the
Step 1 Door Step
• Give Away-Take Away
• Don’t Care Attitude
• Confidence
• Two Question Maximum
a: Answer, b: Take-Away, c: Invite yourself in (a learned skill)
Step 2 Rapport
• Make a Friend
• F.O.R.M Family, Occupation, Recreation, Misc.
• It is extremely important to build a relationship with your customer before proceeding to steps 3-9. Don’t interview them, share yourself with them and interact.
Step 3 Cost Analysis (Create the Greed)
• Point by Point breakdown of costs and expectations. Be detailed, take your time, get them excited, show pride in your offer, make sure they understand the program, create a sense of urgency, do your take- aways.
• Customer realizes what they would loose if you should leave without signed paper today.
• Customer will know why they are saying YES and how it will benefit them when you are doing a proper cost analysis.
Step 4 Book Presentation (Create the Need)
Remember that the book is a conversation more than a presentation. It gives you an opportunity to remove the seven (7) possible objections you could hear and getting the consumer to remove each one out of their own mouth, before one becomes an excuse not to do business with you today.
• An educational tool and NOT a scare tactic.
• Be Personable.
• Be Passionate.
• Be Concerned.
• LISTEN for the road map!
• Ask at least 35 NON SALESMANLIKE questions.
Step 5 Walk Thru
• Stand and suggest starting at the front door (Don’t Ask).
• Paint a picture, get them involved and seeing themselves using the system.
• Give your opinions and get them to decide where they want to place their equipment.
• Ask questions that get them to take possession of the system. “So you’re going to want a contact on this door?”
Step 6 Paperwork (If steps 1-5 have been done properly, step 6 is just a formality)
• Take out your paperwork and begin (Don’t ask permission)
• Be Assumptive!
• Get them involved in the process by giving them assignments.
• Go over Schedule of protection and make suggestions for a couple of add ons with a Don’t Care Attitude.
• Put for aside as you have dropped the seeds on extra parts and do not want a snap decision.
• Complete all agreements.
• Close yo
How many of you have faked the smallest (yes, considering it forgivable) details in your resume. Oh, don't feel offended, I just knew that it's a bitter reality that many of us do without thinking it a thing that may deserve a thought. If seen in a Cause-and-Effect scenario, at the Cause level, there are several things that might or might not really result into desirable or undesirable effects. In the hopes of good result and thinking our employers chucking the minute lies in our profiles, we falsify very small and very few things like: Marks in qualification (% or CGPA) Date of Joining at previous organization Projects undertaken Functional and technical expertise (
• Customer realizes what they would loose if you should leave without signed paper today.
• Customer will know why they are saying YES and how it will benefit them when you are doing a proper cost analysis.
Step 4 Book Presentation (Create the Need)
Remember that the book is a conversation more than a presentation. It gives you an opportunity to remove the seven (7) possible objections you could hear and getting the consumer to remove each one out of their own mouth, before one becomes an excuse not to do business with you today.
• An educational tool and NOT a scare tactic.
• Be Personable.
• Be Passionate.
• Be Concerned.
• LISTEN for the road map!
• Ask at least 35 NON SALESMANLIKE questions.
Step 5 Walk Thru
• Stand and suggest starting at the front door (Don’t Ask).
• Paint a picture, get them involved and seeing themselves using the system.
• Give your opinions and get them to decide where they want to place their equipment.
• Ask questions that get them to take possession of the system. “So you’re going to want a contact on this door?”
Step 6 Paperwork (If steps 1-5 have been done properly, step 6 is just a formality)
• Take out your paperwork and begin (Don’t ask permission)
• Be Assumptive!
• Get them involved in the process by giving them assignments.
• Go over Schedule of protection and make suggestions for a couple of add ons with a Don’t Care Attitude.
• Put for aside as you have dropped the seeds on extra parts and do not want a snap decision.
• Complete all agreements.
• Close yo
The big question in corporate promoting is how to successfully advertise a business without having to rob corporate coffers of all its money in order to do so. Corporate promoting can add up to quite a sum and reduce profits for a business if care is not taken to protect against this. The answer to how to successfully promote business without losing your shirt is to engage in intelligent corporate promoting. Make intelligent corporate promotional moves such as opting to resell promotional merchandise for profits.The first key to making this work is to select promotional merchandise with the highest resale probability. Promotional merchandise such as travel accessories, coffee mugs, key rings, magnets, calculators, clocks, pens, conferen
• Stand and suggest starting at the front door (Don’t Ask).
• Paint a picture, get them involved and seeing themselves using the system.
• Give your opinions and get them to decide where they want to place their equipment.
• Ask questions that get them to take possession of the system. “So you’re going to want a contact on this door?”
Step 6 Paperwork (If steps 1-5 have been done properly, step 6 is just a formality)
• Take out your paperwork and begin (Don’t ask permission)
• Be Assumptive!
• Get them involved in the process by giving them assignments.
• Go over Schedule of protection and make suggestions for a couple of add ons with a Don’t Care Attitude.
• Put for aside as you have dropped the seeds on extra parts and do not want a snap decision.
• Complete all agreements.
• Close your schedule of protection by asking if they want any of the discussed extras added before closing it out.
Step 7 Cancel Killer
• Never take a short cut on this step because you have paper and don’t want to risk blowing the deal. Solid paperwork that will not cancel benefits the whole company. Your cancels will be less than 10% if you do this in every home.
Step 8 Post Close
• Build Rapport Again
• “Congratulations” not ”Thank You”
• Always leave them with a good feeling. They just did paperwork and this emotion needs to be swapped to prevent remorse after you leave. Don’t ever let them feel like you got their money and you left immediately
These are just a few of the things The Experts Know! can train you on, to create a better alarm consultant. In addition you can be trained on a complete array of management and administrative concepts to increase production. Consumers of home security products have tools at their disposal to help them make informed decisions these days. Be sure you are ready to meet the expectations of these educated consumers and are able to separate your dealership from the pack. A visit to the “Dealers” page of the Experts Know website will show you all of the training modules that are available to you.
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