| Home security systems can be tough to close on the | | | | they don't need to call us again. They have the |
| first visit. If the customer doesn't have a home | | | | information they want! Writing your price and leaving |
| security system when you get there, they may be | | | | it with a card and a brochure is a license to shop and |
| willing to put off the purchase and that means no | | | | ends the sale without an order. Always have an |
| sale. Here are a few foundations that will help you | | | | order form out and do all your writing on it. This |
| overcome objections and get more home security | | | | focuses you and the customer on the order and |
| sales. | | | | that's just were you want the attention to be in |
| Make An Order Your Goal In Every Home | | | | home security sales. |
| Before you go into any home, make the decision | | | | Follow A Proven Formula |
| that you are leaving with an order. Remind yourself | | | | Don't shoot from the lip when you receive a home |
| that you are not there to educate, to entertain or to | | | | security sales objection. There are good proven |
| meet. You are there to help them make the right | | | | steps and formulas for overcoming objection. Learn |
| decision and to leave with an order. Focus on writing | | | | one that you have confidence in and follow the |
| an order in every home and end every presentation | | | | steps. Most of us are too excited and emotional |
| with an order. | | | | when receiving the actual objection to think clearly, |
| Use Trial Closes | | | | so following a formula gives a big advantage. Be |
| Throughout your home security system presentation, | | | | Prepared For Common Objections There are a few |
| be sure you are focusing on what is important to the | | | | objections that we face over and over in our sales |
| customer. End each benefit statement with a | | | | careers. Be prepared for them. We suggest that you |
| question. For example, "Our home security system | | | | have at least 10 come backs for each objection you |
| will alert our call center immediately and we will call | | | | receive. You accomplish this by starting a page for |
| you to make sure everything is OK within seconds. Is | | | | each objection you cannot overcome. Then, ask |
| that the kind of protection you want for your | | | | every salesperson you know, how they deal with |
| family?" When they say "Yes", they are tying | | | | that objection. Write down good ideas and then |
| themselves to buying. Use these trail close questions | | | | practice, drill and rehearse until you have ten that are |
| with each benefit point. Always end with a question, | | | | effective. You know you are going to face |
| not a statement. | | | | objections, don't go out without a plan and good |
| Eliminate Deal Enders | | | | tools for cashing them. |
| We accidentally carry things with us that will kill any | | | | Give these techniques a try and you will find you are |
| chance we have of getting a sale. These items are | | | | able to get more home security sales by overcoming |
| business cards and brochures. It feels so good when | | | | objections when selling home security systems. |
| we hand out a brochure and a card, but it means | | | | |