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Why Closing a Consultative Sale Can Oftentimes Come Down to Timing

The dialogue between the salesperson and the prospect should illuminate when the time is right to seal the deal.


Latest in Sales & Marketing

Check out the electronic security industry’s best radio broadcast advertisements of the year. The top winner will be honored at the SAMMY Awards during ISC West 2014. Ashley Willis · March 25, 2014

ADT has settled charges made by the Federal Trade Commission (FTC) that the home security giant allegedly paid safety and technology experts to demonstrate and review its home monitoring system without disclosing financial agreements. SSI Staff · March 07, 2014

Jeff Lyman, Vivint’s new chief marketing officer, will lead marketing and communication initiatives that elevate the firm’s brand awareness. SSI Staff · February 27, 2014

Which installing security dealers will take home a SAMMY Award for their sales and marketing program during the April 1 ceremony? SSI Staff · February 13, 2014

BlueStar, a distributor of security technology solutions, has launched VARCOM, a program to help its value-added resellers (VARs) enhance marketing services and lead generation. January 26, 2014

It’s been said that recognition is the most powerful of motivators. For that reason and many others, back in 1994, SECURITY SALES & INTEGRATION launched the Sales & Marketing (SAMMY) Awards. Scott Goldfine · December 12, 2013

Alarm.com has launched Customer Connections, a new sales and marketing tool created to help dealers increase customer engagement, reduce attrition and maximize upsell opportunities. November 24, 2013

Protection 1 has launched a new marketing campaign entitled #ProtectYourCookies with ESPN’s Mike & Mike that builds on last year’s successful promotional tour with the radio hosts. October 29, 2013

The Brooklyn Nets have signed a multi-year deal with SecureWatch24 (SW24), allowing the security firm to serve as the presenting sponsor and exclusive security partner for the NBA team. September 18, 2013

Guardian Protection Services has hired Joseph Lininger as senior vice president of marketing, responsible for developing a marketing strategy to help the firm expand its products and geographic footprint. July 14, 2013


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