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When Selling Security, Tactics of Yesterday Aren’t Going to Cut it

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.


Latest in Sales Tips

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

There are enormous differences between a great salesperson and a great sales manager. To be successful selling on a consistent basis, facing the negatives, the turn downs, the no’s salespeople face on a daily basis requires a thick skin, the ability to bounce right back up when knocked down, a positive can do attitude, a strong work ethic, a polished professional presentation, the ability to read people, prospecting skills, and certainly, closing skills. December 13, 2011

I’ve been asked the question posed in the headline above hundreds of times in the past usually by alarm company owners who were stuck in a sales/production rut. Their company wasn’t growing, and the company owner/president/CEO was trying to do everything, wearing all the hats in the company. December 11, 2011

Consumers are beginning to clamor for mobile device applications that allow them to stay connected to their properties in meaningful ways. Discover how to give them what they demand. October 11, 2011




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