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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 Tips

There might not be two words that are more controversial in the alarm industry. The perception is one that could put a dark cloud over any company for being unethical or even evil. What is the phrase? Door knocking. Mark Matlock · March 28, 2016

The dialogue between the salesperson and the prospect should illuminate when the time is right to seal the deal. Rodney Bosch · March 07, 2016

In security, you have to cast your business into the ocean of upselling possibilities and use proper enticements to land a whale of an opportunity. These four strategies would help any salesperson. By Al Colombo · February 24, 2016

When security integrators buy from suppliers, they expect to be treated as valued customers. Integrators need to use that mindset when dealing with end users. By Sharon Shaw · January 18, 2016

Customers have probably wondered why the price for their video surveillance solution isn't as low as one they see online. There's a reason for that. By Stuart Clapp · January 06, 2016

The tablet allows sales consultants to provide an interactive demonstration of security and home automation features. Plus, learn how selfies and short video clips can help woo prospects and existing clientele. By Russ Ackerman · May 08, 2015

Selling a networked or hybrid video surveillance system no longer places installing security contractors at a disadvantage having to dispel customer concerns long ago put to rest. Even legacy-minded installers can find success in the small and medium business (SMB) market with the right sales acumen. Learn nuts & bolts guidance on what it takes. Rodney Bosch · January 19, 2015

The overall marketplace remains at least half analog-based, providing enormous opportunities to upgrade/migrate customers to IP-based cameras, encoders, NVRs, VMSs and more. Highlight IP security benefits while applying winning sales strategies to convert more legacy end users. By Erick Ceresato · October 14, 2014

Each winner of the 19th annual SAMMY Awards exemplifies the creativity and savvy necessary to implement cost-effective marketing collateral to build brand awareness and drive sales. Find out who took home the trophies and take away ideas for your own organization. By Rodney Bosch and Arlen Schweiger · June 10, 2014

Pinnacle Security has settled a claim with the Florida Attorney General's Office after consumers complained that the door-to-door sales company misled them, according to The Palm Beach Post. March 12, 2012


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