Overcoming Integrated Fire System Objections
Your residential customers and prospects may have a variety of misconceptions about integrated home security fire alarm systems. Let’s look at these common myths with insight and sample scripts to deploy when dealing with homeowners.
They Say: My home is insured, so I’m already covered.
You Say: Insurance doesn’t prevent a loss; insurance compensates you after the loss. An integrated security/fire/CO system will protect your family, home and valuables by deterring burglars, summoning the authorities, and notifying you and anyone else you designate. Plus, most insurance plans offer a discount for having integrated, system-connected smoke or smoke/CO detectors.
They Say: I don’t need an integrated fire system because I have battery-operated smoke detectors.
You Say: Any smoke detector will wake you in the event of fire — if the batteries work, and you’re not already suffering from smoke inhalation or CO poisoning, which can inhibit evacuation. System-connected smoke and CO detectors automatically alert the fire department, even if you’re not home, to help save your family and property. System-connected devices are hardwired with battery back-up, giving you the reassurance of two power sources. Plus, when a device needs to be replaced or fixed, it sends a maintenance alert, signaling the need for attention.
They Say: Frequent false alarms make integrated fire systems more trouble than they’re worth.
You Say: System-connected fire and life-safety devices that are installed and maintained by trained, licensed professionals should only go off when they are supposed to. Professionals know where to position devices to make them most effective while minimizing exposure to cooking smoke and other nonemergency sources. If you are experiencing false alarms, consult with a security professional [your company] to discuss reconfiguring your system, replacing or relocating detection devices.
They Say: A system will ruin the look of my home with unsightly wires and devices.
You Say: Although it is sometimes difficult to conceal all the wiring, professional installers (your company) have been trained to minimize exposed wire and to install devices as unobtrusively as possible. Wireless systems allow installation flexibility for proper placement in existing residences or challenging environments where it is difficult to pull wire.
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