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Convergence Channel

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3 Keys to Consultative Selling for Security Industry

Location variables, cost concerns, operational options and migration motives must be effectively addressed with clients. Here’s the second of a two-part look at consultative selling.


Latest in Convergence Channel

Why adopting a ‘Good, Better, Best and Legacy Migration’ sales strategy, and assessing how those solution levels tie into your particular supplier choices and client needs, may yield more access control opportunities and more satisfied customers. Paul Boucherle · December 17, 2014

Taking on an electronic access control solution for a private club organization reveals why dealing head-on with the daunting prospect of change can end up benefiting installing security contractors and their customers. Paul Boucherle · November 13, 2014

It’s time for security systems integrators to figure out who their customers really are and what technologies could truly help them — before the competition swoops in saddling a fresher, fancier horse. Paul Boucherle · October 30, 2014

Creating a successful video management software (VMS) solution involves more than merely knowing today’s products. Security system integrators must understand what’s appropriate for the particular client they’re serving. Paul Boucherle · October 24, 2014

Location variables, cost concerns, operational options and migration motives must be effectively addressed with clients. Here’s the second of a two-part look at consultative selling. Paul Boucherle · August 20, 2014

The security technology solutions you offer are highly converged; your sales infrastructure should be as well in order to best serve customers’ needs. Here’s the first of a two-part look at consultative selling. Paul Boucherle · July 29, 2014

The early history of biometrics technologies proved to be premature on its promises. Now might be time to reconsider and embrace its coming of age as a primetime security solution. Paul Boucherle · June 23, 2014

While flying by the seat of your pants is not exactly the ideal way to run a business, there are several parallels that can be drawn in comparing piloting aircraft to steering security technology. Learn how aviating, navigating and communicating apply to both pursuits. By Paul Boucherle · January 09, 2014

While the inevitability of change and its impact on business has been written about a lot, it remains no less topical and challenging. This is particularly true in a technology-driven industry like security. Gain tips on how to go with the flow. By Paul Boucherle · December 01, 2013

It’s been said that success in just about any role in any profession requires a certain degree of salesmanship. In security convergence, it’s all about delivering solutions to the true decision makers. Find out how the wisdom of a millennia-old “thorny” tale holds relevance for us today. By Paul Boucherle · September 30, 2013


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