Security Sales Essentials/ August 22, 2018/ Birmingham, AL/ AAA

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This seven-hour or 14-hour course is a comprehensive modular program covering the complete sales cycle. Day 1 will explore core sales subjects within residential sales. Day 2 will focus on commercial sales in each of the industry segments: intrusion, access control, fire, and video. The course concludes with either a one-hour or a two-hour examination.

Who should attend: Sales personnel, customer service personnel, technical staff and business owners. 


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Cancellation Policy:

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Length:
8 Hours
Date :
August 22, 2018
Location :
Birmingham, AL
Times :
8 am to 5 pm
Provider :
Alabama Alarm Association

Detailed Course Outline:

Certifications available: Individuals successfully completing this course and either the Understanding Electronic Security Systems Course or the Level One Certified Alarm Technician Course is eligible for certification as a Certified Security Salesperson.

Why Security Sales Essentials Training Course?

  • Provides an interactive presentation of the complete sales cycle offering new or veteran sales personnel with the insights necessary to convert sales prospects in to customers
  • Special emphasis is provided on the similarities and differences in the sales process for residential vs commercial sales, including insights in to the unique issues relevant to fire alarm, access control and video surveillance system.
  • Covers the tools and tips necessary to perform at a highly successful sales level.

Subject Areas:

CORE MATERIAL

  • Overview of the Security Sales Cycle
  • Prospecting
  • Approach
  • Problem Identification
  • Solution Presentation
  • Closing the Transaction Stage
  • Handling Objections
  • Strategies for Selling in The Digital Age
  • How to Cross Sell
  • Consultative Selling and Selling Extensibility
  • Customer Advocacy
  • Effective Partnering
  • Team Building
  • Managing Customer Relationship

SPECIAL APPLICATIONS

  • Entry Level Systems
  • Fire Alarm Systems
    • Application issues
    • Common Pitfalls
    • Understanding System Expansion
    • Identifying Unique System Stakeholders
  • Access Control Systems
    • Application Issues
    • Common Pitfalls
    • Understanding System Expansion
    • Identifying Unique System Stakeholders
  • Video Surveillance Systems
    • Application Issues
    • Common Pitfalls
    • Understanding System Expansion
    • Identifying Unique System Stakeholders