| Home security is often a tough sale. It is the kind | | | | They have the information they want! Writing |
| of decision that is easy for the customer to put | | | | your price and leaving it with a card and a |
| off unless we help them make the right decision. | | | | brochure is a license to shop and ends the sale |
| Here are a few foundations that will help you | | | | without an order. Always have an order form out |
| overcome objections and get more home | | | | and do all your writing on it. This focuses you and |
| security sales. | | | | the customer on the order and that's just were |
| Make An Order Your Goal In Every Home | | | | you want the attention to be in home security |
| Before you go into any home, make the decision | | | | sales. |
| that you are leaving with an order. Remind | | | | Follow A Proven Formula |
| yourself that you are not there to educate, to | | | | Don't shoot from the lip when you receive a |
| entertain or to meet. You are there to help them | | | | home security sales objection. There are good |
| make the right decision and to leave with an | | | | proven steps and formulas for overcoming |
| order. Focus on writing an order in every home | | | | objection. Learn one that you have confidence in |
| and end every presentation with an order. | | | | and follow the steps. Most of us are too excited |
| Use Trial Closes | | | | and emotional when receiving the actual objection |
| Throughout your home security system | | | | to think clearly, so following a formula gives a big |
| presentation, be sure you are focusing on what is | | | | advantage. Be Prepared For Common Objections |
| important to the customer. End each benefit | | | | There are a few objections that we face over |
| statement with a question. For example, "Our | | | | and over in our sales careers. Be prepared for |
| home security system will alert our call center | | | | them. We suggest that you have at least 10 |
| immediately and we will call you to make sure | | | | come backs for each objection you receive. You |
| everything is OK within seconds. Is that the kind | | | | accomplish this by starting a page for each |
| of protection you want for your family?" When | | | | objection you cannot overcome. Then, ask every |
| they say "Yes", they are tying themselves to | | | | salesperson you know, how they deal with that |
| buying. Use these trail close questions with each | | | | objection. Write down good ideas and then |
| benefit point. Always end with a question, not a | | | | practice, drill and rehearse until you have ten that |
| statement. | | | | are effective. You know you are going to face |
| Eliminate Deal Enders | | | | objections, don't go out without a plan and good |
| We accidentally carry things with us that will kill | | | | tools for cashing them. |
| any chance we have of getting a sale. These | | | | Give these techniques a try and you will find you |
| items are business cards and brochures. It feels | | | | are able to get more home security sales by |
| so good when we hand out a brochure and a | | | | overcoming objections when selling home security |
| card, but it means they don't need to call us again. | | | | systems. |