If your sales team is frustrated with losing to lower price competitors, it is time to change the rules of the game. These lessons will teach your sales team how to differentiate their value by how they sell solutions. This field proven course is authored by Paul Boucherle CPP CSC who has 35 years of successful security sales experience and author of “Business Fitness” column in Security Sales & Integration Magazine.
This course will show you how to sell business value from the security industry perspective. The successful sales process includes a system of tasks that are completed in a specific order. Students are taught this system using the VALUE process: Verify, Ask, Listen, Understand, and Engage.Unlike many sales training courses, this course was designed by someone who has successfully sold, managed sales team and consulted for over 35 years. Lessons learned by working with end users, manufacturers, distributors and system integrators are shared in this module. This builds credibility with participants. This training is media rich, has tools, is challenging, and narrated by the author, Paul Boucherle CPP CSC.
What to Expect in the Online Course:
The online presentation includes text,audio, graphics, videos and activities to help you absorb the information presented. This course has an assessment at the end which you will be required to pass with a 70% or greater to complete the course.
NOTE: Not all state regulatory agencies allow online courses for licensing or CEUs. Please check with your licensing agency prior to taking this course for licensing.
AL-Alabama Electronic Security Board of Licensure (AESBL)
LA-Louisiana Office of the State Fire Marshal: Life Safety & Property Protection Advisory Board (LSPPA)
Louisville, KY-Louisville Metro Police Department (LMPD)
MS-Mississippi Office of the State Fire Marshal: Electronic Protection Systems Division
NC-North Carolina Department of Public Safety: Alarm Systems Licensing Board (NC DPS-ASLB)
TX-Texas Department of Public Safety: Private Security Bureau (TX DPS-PSB)
TN-Tennessee Department of Commerce and Insurance: Alarm Systems Contractors Board
If the student has completed less than ¼ of the course and a request is made to cancel, a refund is available less a 25% administrative fee. Students may choose to transfer their funds to another ESA/NTS provided course if less than ¼ the course has been completed. Transfers will not be issued until the class materials, including the course manual, is returned in like new condition to ESA/NTS. Fund transfers cannot be made to non-ESA/NTS courses due to the varied payment terms established by the Training Providers. Cancellation requests made beyond one-quarter through the course will not be refunded or transferred.
Refunds should be expected within thirty days of receipt of returned materials. Returns should be sent to: Attn: Returns ESA/NTS, 6333 North State Highway 161 Irving, TX 75038
Returned items should include a letter regarding the nature of the return, include the student’s name, telephone number and email address.
Module 1: Verification
Module 2: Asking Business Questions
Module 3: Listening
Module 4: Understand
Module 5: Engage
Module 6: Convergence
Module 7: Bridges™
Module 8: Deliver Value