Approaching a New Client - Laying the Groundwork CEU



PRICE: $25 for ESA members/ $35 for non-members (NOTE: Membership will be validated post purchase)

This one-hour online course provides students an overview of approaching a new client in the sales process.

Course Description

This course focuses on the meaning of the word "approach" as it relates to sales. This course seeks to equip students with the skills necessary to acquire these clients in today’s competitive field. Students enrolled in this course will learn about popular sales techniques, such as the Benefit Hook. This sales technique can be applied to any of the 3 methods of communication (direct mail, telephone, and in-person) discussed in this course, to obtain new clients. 

Pricing Info:

ESA Members receive a discount on National Training School courses. You will have the option to update the price based on your ESA membership status once the item has been added to your cart.  ESA Membership will be validated post purchase.

What to Expect in the Online Course:

The course is delivered using a presentation style that is built off the exact same content covered in our instructor led course.  The presentation includes text,audio, graphics, videos and activities to help you absorb the information presented. This course has a short quiz 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.

State Approvals:

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

NJ-State of New Jersey: Division of Consumer Affairs (BUS)

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 1910.53

1 hour
Must spend 1 hour in class

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Detailed Course Outline:

Course Learning Objectives

  • Define the meaning of the Approach and explain its purpose
  • Define the most critical element of the approach – the Benefit Hook
  • Describe the 3 methods of communication – Direct Mail, Telephone and In-person
  • Explain good Direct Mail techniques and building a portfolio
  • Describe how to locate the decision maker and how to reach them
  • Explain different methods of overcoming a stall