Security Sales Training Specifically Tailored for Selling Security

Security Sales Training Specifically Tailored for: Selling Security Systems in 2020 April 7 th, 2016

Tale of Two Eras Sales Cycle: 2000 vs. 2016 6 Five companies called to evaluate systems 5 Contacts three Reduced it to providers, asking three and asked for pricing for proposals his solution # of Competitors 4 Reduced it to two The winner stayed on as their trusted One provider The winner provider moving selected, decided, based onforward on many price factors. Move on with zero trusted providers they don’t need you. 3 2 1 The customer does research online, asking peers, & reviewing blogs 0 0 15 30 45 60 75 Time Frame (Days) 90 105 120 2000 2016

What do we do?

Agenda • Strategic Prospecting • Become the Perceived Expert • Navigate Your Accounts • Q&A

Sales Professionals • Understand the concepts • Listen for some “nuggets” • Take action by next Friday on three ideas

Leaders • Understand implement the concepts • Bring one idea back to the office to implement

Strategic Prospecting

Let’s Compare Prospecting Today 2000 and Today Prospecting Traditional was hard prospecting is almost impossible

2000 Today Security Manager or Facilities was your POC Anyone with a computer

2000 Today You could stop by Unexpected visits are unacceptable

2000 Today Email was novel Email is junk mail

2000 Today Persistence always won Smart Persistence wins

2000 Today They needed you They don’t need you

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Huge Opportunity

Huge Opportunity

Right Contacts

Right Contacts

Two Key Takeaways: • Linked. In is better than lists • Don’t get hung up here … get in the field

Asking for Appointments Always ask yourself: why would they take action?

Getting the Appointment Combination Linked. In Blog Linked. In Twitter Email Engagement with Groups Phone

Before We Move Forward Let’s Discuss Email Are you wasting your time and becoming a pest?

Before We Move Forward Let’s Discuss Email 25 seconds to read Simple to respond One Call to Action Unique and relevant material – a real purpose for meeting • Confident and conversational • •

Bad At ABC Integration, we have the very best service department in the industry and are proud of being a local, family-owned business. As you may know, we provide fire, sound, video, cctv, and access control services to commercial, government, residential, and industrial customers. We've been in business for years because of our technical competence , talented people, and manufacturer partners that are the best in the business. Translation: At ABC Integration, we exaggerate about immeasurable claims and pride ourselves on things that don't matter to you. As you may know, we do everything for everyone but nothing unique that you can't get from 25 other companies in the area. At some random time that I haven't really defined, I'd like to waste your time by touching base but not bringing I would like to stop by to touch base some time in the future. Please let me you anything of value. know of a good date and time - any time works for me.

Good Translation: I've attached a case study on how we helped Springdale Hospital meet the new HIPAA requirements for access control… I think you’ll appreciate it. Springdale Hospital had the same problem you're facing and we fixed it. They're so happy with our service that they let us publish a case study about Can you meet for a coffee next Tuesday before 8: 30 or after 3: 00? I'd it. like to understand more about your situation to see if you're a good fit for Before investing too much of our time, our service, and if it makes sense to let's see if this is a good fit. I value discuss further. your time and mine. I'm in your area Let me know a time and I'll send an invite - our meeting won't take more than 30 minutes. next Tuesday, but my time is limited since we're so good at what we do. Just pick a time during these two windows - it's that easy.

Before We Move Forward Let’s Discuss Email 25 seconds to read Simple to respond One Call to Action Unique and relevant material • Confident and conversational • Make it easy • •

“Last Email” Email Hi Michelle. I know you’re busy and I don’t want to keep filling your inbox. If I don’t hear from you, this will be my last email. I’m still very interested in meeting with you, so please let me know if it would be better to connect with you in 90 days or so. Looking forward to hearing from you. Chris

By Next Friday Create a better email template for getting in the door and use it 10 times. master. • Learn your customers’ sources of info. • Understand their preferred method of learning.

Become the Perceived Expert

Who was Andrew Jackson’s first Vice President?

Answer: John C. Calhoun

By providing free information to the public, the internet has dramatically shrunk the gap between the experts and the consumers. Stephen Levitt, Stephen Dubner Freakonomics

What’s This Mean to Me? Then Now • POC’s source of info was their sales people – the experts. • POC has access to everything they need. • Hungry for information and trusted their sales person’s competence. • POC was THE expert internally. • Only needed lunch from an informed sales person. • POC has information overload and doesn’t read anything, but doesn’t trust sales person’s competence. • POC has turf battles. • Needs a knowledgeable sales professional to help them be smarter and better.

What’s This Mean to Me? Then Now • POC’s source of info was their sales people. • POC has access to everything they need. • Hungry for information and trusted their sales person’s competence. • POC has information overload, but doesn’t trust sales person’s competence. • POC was THE expert internally. • POC has turf battles. • Only needed lunch from an informed sales person. • Needs a knowledgeable sales professional to help them be smarter and better.

What’s This Mean to Me? Your customers and prospects need (and are dying for) a knowledgeable sales professional to help them be smarter and better.

What’s This Mean to Me? Your customers and prospects need (and are dying for) a knowledgeable sales professional to help them be smarter and better.

What’s This Mean to Me? Your customers and prospects need (and are dying for) a knowledgeable sales professional to help them be smarter and better.

What’s This Mean to Me? Your customers and prospects need (and are dying for) a knowledgeable sales professional to help them be smarter and better.

What’s This Mean to Me? Your customers and prospects need (and are dying for) a knowledgeable sales professional to help them be smarter and better.

What Do You Do? You have to become Google Why is Google so popular? • Impartial (sort of) • Free • Easy

One Goal While your customers are searching Google for their answers, they also call you.

Becoming the Perceived Expert: Process 1. Pick a topic for the year. 2. Research for content. 3. Define the methods of delivery. 4. Tailor the material. 5. Deliver.

Speaking Events Personal Meetings Public Events Topic 2016 Social Media Email Newsletters Webinars 1/2/2022 44

Speaking Events Personal Meetings Public Events Security in the Cloud Social Media Email Newsletters Webinars 1/2/2022 45

One Heck of a Year… Presentation to customers: Pros and Cons of Hosted Access Control

One Heck of a Year… Begin regular Linked. In Posts and Tweets on the Security in the Cloud

One Heck of a Year… Presentation to specific customers on case studies of successful hosted access control scenarios in healthcare and K-12.

One Heck of a Year… Presentation at local ASIS chapter: Hosted Video

One Heck of a Year… Public Event with the entire team

One Heck of a Year… BOMA Presentation: Hosted Access Control for Property Managers

One Heck of a Year… Presentation to Customers: Industry Report on Hosted Video

What’s This Mean to Me? Your customers and prospects need (and are dying for) a knowledgeable sales professional to help them be smarter and better.

What’s This Mean to Me? Your customers and prospects need (and are dying for) a knowledgeable sales professional to help them be smarter and better. … and it’s only six presentations and some social media work.

Sources Manufacturers Blogs / Newsletters – (I like SIA, BSMInfo. com, IPVM) Corporate Marketing Google Alerts – google. com/alerts

By Next Friday Pick your topic for the remainder of 2016 on which you’ll be an expert. master. • Learn your customers’ sources of info. • Understand their preferred method of learning.

Navigate Your Accounts

#1 Factor Leading to Buying Decisions Consensus amongst the decision maker’s team

Press hard, second copy is yours. Our committee meets in a week. I’ll run this by them and let you know.

GOAL Get to the committee members before your POC says this!

• • • List your internal targets Get introduced by your POC Get introduced by other customers Attend the same events Treat your POC as your #1 sales person Account Navigation Sheet How?

Final Product to Present

By Next Friday Complete this form for one account that you must navigate. master. • Learn your customers’ sources of info. • Understand their preferred method of learning.

aodell@vectorfirm. com ISDA 64

Questions / Discussion Chris Peterson cpeterson@vectorfirm. com 321 -439 -3025