How to sell security systems
SIP #122 - Selling Security Systems - Sales Influence Podcast #SIP
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welcome to the sales influence podcast
where we talk about finding the why in
how people buy
I'm your host Victor Antonio and today
I'm excited to do another lightning
round and that means I dig into my email
my youtube channel
anywhere I get questions I try to solve
them so today I have three questions I
want to answer from three of my
subscribers specifically on YouTube so
thank you for the questions by the way
before I get started let me give you a
reminder my new learning management
system is up and running sales mastery
Academy dot US sales mastery Academy dot
us check it out all right first question
comes from I don't know if I'm gonna get
the name right but I always do my best
Kishore Kumar Kishore ki shor Kumar now
Kishore was listening to my sales
influenced podcast number 86 on how to
follow up and he has a simple question
but I think it requires a big answer he
says hi Victor I'm selling security
system services services and I would
like to know how to quantify a feeling
of being secured that's an interesting
question right let me say it again hi
Victor I'm selling security system
services I would like to know how to
quantify a feeling of being secure now I
can only assume because that's all you
gave me - sure is that you're trying to
figure out because you've seen my past
podcast I've heard them or my videos
where I talk about you have to quantify
the value of why people should buy
something now when you're selling a
security system what you're selling is
indirectly an intangible right in other
words you need to make people feel
secure so let's take a step back because
the big question is is how can you sell
more security systems more effectively
so here's what I would do and I'm going
to answer the question by backing into
it if I were to be
selling security systems here's the
first thing I would do step number one I
would target the right area in other
words I would find an area a market
where I know security systems are needed
for example maybe there's certain areas
where there's more crimes than others so
my first question would be are we
targeting areas where you need security
systems for example I live in a very
nice neighborhood really nice
neighborhood and the crime rate around
our neighborhood is so low it's almost
unheard of which is a good thing so for
you sell me a security system maybe I
wouldn't want to buy one now again
that's not saying I would because I have
a lot of things in my house I would like
to protect so again there would be a
reason of why I would buy one but
nonetheless if I want to have a higher
probability of success my first step
would be to find target areas that have
a high crime rate now you can go to your
you know your city center and get all
this information so once I know what the
area is kind of where some of the
problems are you know step number two
would be to get the information in that
area in other words I would actually go
again whether it's City Hall the city
center police to try to get some Police
Department reports and what I would be
looking for is you know how many
break-ins how many house break-ins did
they have let's say in the last two or
three months or how many car thefts did
they have in the area in other words
anything that has to do with security
you know I would want to know what's
going on in that area now step number
three is I have the right target area I
now know what's happening in that area I
know that crime is high again break-ins
are happening car thefts are happening
people break it into cars so then what I
want to do is step three is when I talk
to customers you know I want to talk
about what's going on in that area and
talk about what if this were to happen
see many people live in an area but they
really don't know what's going on around
in that area so you now have that
knowledge so imagine for a moment you're
talking to a potential client and then
you say something like this did you know
that last month alone there were 35
break-ins in within 1 mile radius of
your house you know the customer said no
I didn't know that did you also know
that the number of car thefts or
break-ins rather has also gone up by 20
percent just in the last six months and
then you can really begin to talk to the
customer about you know what if that
happened to you what would you have to
replace how much effort would it take
you to replace your valuables what would
be the cost how much time and effort
would that cost you see now what you've
just done here is you know obviously
you're selling to a fear the fear aspect
of owning a security system I get that
and you don't have to always do this but
making people aware see because I'm not
trying to scare people I'm trying to
make them aware of what's going on in
their area and by making them aware I am
providing community service a community
service so don't feel guilty about
sharing this information you're giving
them information they probably don't
have it didn't know so you're doing them
a service you're informing your
potential buyer about what's going on in
the area if I can inform them about
what's going on in the area talk to them
about how you know how will this if
somebody broke in your house how would
that impact your insurance what would
you have to go through what would be the
replacement value how much time and
effort would that cost you you know the
stuff you have is valuable could you
replace it so forth and so on so this is
how I would quantify the motivation for
them wanting to do something
the real value that you're asking more
pretty sure about quantifying is what
would how can I quantify what it would
take for them to replace what they've
lost how much time and effort would that
be and this is all brought about when
you really explain the people that look
you're living in an area where there may
be a lot of crime and because there's a
lot of crime I'm making you aware of the
data and because I'm making you aware of
the data I want you to know that maybe
you need to buy a security system so and
that's how I would handle my sales
presentation I would make them aware
first of all again step one target the
right area step two get information
about the area
you know house break-ins car break-ins
thefts and then step three would be to
talk to the customer about what if this
were to happen to you how would this
impact you and that's how I would
approach selling security systems now
the next question comes from ezel
it says sales easels sales and then
double e s out and sales ezel was I
think that yeah it's gotta be ezel he
basically was watching by
or she's starting a conversation that
was one of my podcast and sales ezel
asked the following as a sales
representative for a solar water heating
company how do you start a conversation
with the client again he was watching my
program one of my videos starting a
sales conversation and the question is
as a sales representative for a solar
water heating heater company how do you
start the conversation oh there's so
many ways to start a conversation on
this one sales ezel but let me give you
some ideas the first thing I'd like you
to do is to find something that maybe
your customers don't know about that's a
great way to start a conversation you
know if you provide your customer
insight if you've heard my past podcast
you know I use the word Insight a lot
and I define insight as information
beyond the obvious and give them
something or tell them something they
don't know make their head go huh I
didn't know that so for example you
could ask some questions like for
example did you know that by using a
solar water heater you could cut your
bill in half by 50%
most Hugo whom I didn't know that or you
can say something like this did you know
that if you bought a water heating
system you get a tax credit and you can
write off 30% of that item or did you
know that your savings in the first year
alone can be X amount in the second year
this amount by the third year this
amount within the first three years you
can save this amount of money and again
a simpler question if you want something
really simple sales easel is as people
how much money are you spending on
heating water
and then you'll probably know what the
average is so basically what you want to
do is ask a question you know ask a
question they don't know anything about
how much is it gonna cost you how much
is it gonna save you rather what's the
tax credit but the big one they want to
know here's the big one sales ezel they
want to know how fast am I gonna get my
money back if I bought a water heating
system and it cost me let's say $5,000
how fast am I gonna get that money back
what is my break-even point so if you
were to say something like this did you
know that the average person who buys a
water heating system has a break-even
point of three years and most people
live in their houses for an average of
eight years which means that after the
first three years you'll begin to save
money so for the next five years if
you're living in your current house
guess what you're gonna be saving X
amount of month and they're gonna huh I
never thought of that
and again what I'm doing is simply
sharing with them new ways of thinking
about the water heating system so again
there's many ways that you can share the
information it's not that hard anyway
that's it for this sales influence
podcast I hope you enjoyed this quick
lightning round don't forget to leave me
some feedback on iTunes stitcher or you
tube let me know what you think I'd
greatly appreciate it also check out my
online sales training platform the sales
mastery Academy over twenty four courses
three hundred plus videos my twelve
books on sales and motivation webinars
and a whole lot more
look I priced this hope anyone can
afford the platform so if you're serious
about increasing your sales ability go
to sales mastery Academy got us not calm
dot US sales master Academy taught us
lastly I want to thank you for listen
this is Victor Antonio always reminding
you sell again hard when you know how
take them
hi I'm Victor Antonio I'm an author a
sales trainer and keynote speaker a
multitasking what makes a great speaker
is it someone who delivers the real
content that the audience can use is it
someone who engages the audience so
they're part of the learning experience
or is it someone who can motivate an
audience to push them beyond their
comfort zone and discover new abilities
the answer is yes but the most important
thing to remember is that I'm not there
to look good I'm there to make my client
look good
simply put it's never about me and it's
always about them
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