We continue our ongoing Best Advice series with thoughts from longtime Business Fitness columnist and Matterhorn Consulting principal Paul Boucherle. He joins Mitch Reitman and Andrew Lanning as security industry leaders who are looking to pass the baton and share the wisdom they’ve gained in their prestigious careers.
Security Sales & Integration: What’s the best piece of advice you’ve ever received?
Paul Boucherle: When a customer says “no,” it is not the end of the selling process. It is actually the beginning of a new relationship.
The first “no” means I may have been unclear in my value proposition, did not read the situation, went too fast or I did not do my homework thoroughly enough. The moral is always be prepared and slow down and regroup.
SSI: What advice would you give to those looking to achieve success in the security industry?
Boucherle: My best advice for someone entering the security industry would be you have virtually unlimited career possibilities if you are an active learner and have some grit! You will only limited by your perseverence and hard work.
SSI: If you could point to one person in the security industry and tell up-and-comers, “Make sure to listen to what they have to say,” whom would you pick and why?
Boucherle: I would say instead of listening to one person, listen to the editorial staff and columnists at SSI. They are seasoned, share knowledge freely, have traveled the path you are on and may help you avoid pitfalls while leveraging opportunities.
These seasoned experts have diverse experience areas, which will give you a wider perspective on your career vision.
