Security contractors must walk a fine line to give customers the most value for their money without selling them more than they need. It’s hard to go wrong if you understand all the parameters and put the customer first. Fortunately today’s intrusion technology presents numerous win-win benefits for end users and providers.
By Al Colombo · June 26, 2015
Greater cross-system functionality is presenting the chance for integrators to sell additional services as well as burnish a reputation as a trusted partner with existing clients. Learn how to identify and execute long-term project opportunities to achieve g
By Michel Chalouhi · September 12, 2014
The extent new video surveillance technology blows minds means nothing for you without sales savvy. A full grasp of offerings, communicating potential benefits and understanding organizational needs can sate clients’ appetites for your upsell menu.
January 09, 2014
The increasing adoption of IP-based video solutions is providing dealers and integrators a breadth of new upsell opportunities. Strategies include offering customers hybrid systems, megapixel cameras, video management systems and more that present newfound ROI and TCO propositions.
July 31, 2012
In the latest "Monitoring Matters" column, Mark Matlock explains why dealers need to get onboard with upselling as their sales strategy.
By Mark Matlock · June 14, 2012
Access control system sales often offer security contractors multiple opportunities to upsell clients with value-add features and services. Be prepared to thoroughly educate the customer about scalability, future proofing and managed services.
June 30, 2009