{"id":9312,"date":"2016-06-23T11:01:00","date_gmt":"2016-06-23T09:01:00","guid":{"rendered":"http:\/\/www.centsys.co.za\/part-1-of-installer-series-making-the-sale-2\/"},"modified":"2016-06-23T11:01:00","modified_gmt":"2016-06-23T09:01:00","slug":"part-1-of-installer-series-making-the-sale-2","status":"publish","type":"post","link":"https:\/\/www.centsys.com\/fr\/part-1-of-installer-series-making-the-sale-2\/","title":{"rendered":"Part 1 of Installer Series: Making the Sale"},"content":{"rendered":"
While the rising crime rate means that proper access control is now a necessity rather than the luxury it was in decades past, security equipment is still not exactly something that leaps off the shelves like, say, the latest iPhone. For most, it\u2019s still very much a grudge purchase; something that has to work extra hard to get consumers to reach for their cheque books (do people even still use those?).<\/div>\n
\n

 <\/p>\n

<\/a><\/div>\n

As an installer of security<\/b> and access control equipment<\/b>, selling probably constitutes a significant part of your job and is at least as important as the actual installation of the equipment. So, the question remains, how does one awaken desire <\/i>in that homeowner that\u2019s on the fence about whether or not he really needs that alarm system? How does one make him really want <\/i>that gate operator<\/b> and go gaga for a new garage door motor<\/b>?<\/p>\n<\/div>\n

In this, the first article in our Installer Series<\/b>, we\u2019ve compiled a list of sure-fire tips to help you sell, curated from our resident sales guru Scott Wilson<\/b>.<\/div>\n

\nThe \u201cclosing the deal\u201d misnomer<\/u><\/b><\/div>\n
According to Scott, too many salespeople focus on the \u201cclosing\u201d part of the transaction, but often neglect to do all the prep work<\/b> needed to get there, sort of like wanting to cross the finish line without doing the race. This lack of preparation and groundwork can lead to the transaction falling through, as no initial trust<\/b> and rapport<\/b> is established with the potential client.<\/div>\n

\nYou sell yourself, not the product<\/u><\/b><\/div>\n
\u201cThe minute you sell, you come across as a salesperson, and most people turn their back on a salesperson\u201d Scott explains. He emphasises the importance (in fact, he refers to these points as \u201cnon-negotiables<\/b>\u201d) of arriving on time, notifying the client in advance if you\u2019re going to be late, appearing presentable and providing accurate and up-to-date documentation to accompany your installation. It\u2019s all about first impressions<\/b>.<\/div>\n

\nSatisfy their needs<\/u><\/b><\/div>\n
\u201cTake a step back, and ask yourself why you would not<\/b>buy from somebody\u201d Scott advises, citing not having their needs met \u2013 and not price – as the main reason that consumers won\u2019t use a particular product or service.<\/div>\n
Price is a negotiable factor and consumers tend to opt for the solution or service provider that adds the most value<\/b>, even if the price is slightly higher.<\/div>\n

\nAsk questions (the \u201cwhy\u201d factor)<\/u><\/b><\/div>\n
Why does the client want a gate motor<\/b>? Why does he want that particular gate motor<\/b>? The more information you have, the better you\u2019ll be able to provide a solution to give the customer what he or she needs (tying in with the point above).<\/div>\n
Handle objections<\/b><\/b><\/div>\n
\u201cWhen people try and close deals, the biggest problem is that they haven\u2019t handled objections<\/b>\u201d warns Scott.<\/div>\n
If there are any objections, they need to be handled first, because if the customer doesn\u2019t place the order there and then, it means that there is something that they are still not completely convinced about. This can be remedied by asking questions<\/b>about the customer\u2019s situation (see the point above), and ensuring that the customer is happy with and understands your responses to his or her objections.<\/div>\n

\nSell them the whole package<\/u><\/b><\/div>\n
Scott goes on to say that while the gate motor<\/b> or access control<\/b> product might provide the user with the initial answer, the whole package comes back to the installer. \u201cThe package deal that the installer offers the homeowner or the company, is actually what these people are looking for. They\u2019re not looking for someone just to install a gate motor<\/b> and walk away. They\u2019re looking for someone who can offer<\/b> more<\/b> than the next person, and that \u201cmore\u201d tends to be the small things that don\u2019t have a monetary value\u201d.<\/div>\n
Sell them on the benefits<\/u><\/b><\/div>\n
Terms like \u201crising and falling edge\u201d and \u201cdry contact\u201d mean precious little to the man (or woman) on the street. Even ubiquitous jargon like \u201cbattery backup\u201d has the tendency to elicit looks of blank confusion or plain indifference. If the response to your pitch is \u201cso what?\u201d you may need to tweak your approach a little.<\/div>\n
Remember, the average homeowner doesn\u2019t give a hoot about the gate motor<\/b>\u2019s capacious remote control memory or its high duty cycle; he only cares about how owning one is going to benefit<\/b> him. Focus on the fact that he\u2019ll no longer have to get out of his car in the pouring rain to open the gate and, even better, he\u2019ll significantly reduce the likelihood of getting hijacked in his driveway.<\/div>\n

\nSell them support<\/u><\/b><\/div>\n
When it comes to technology, competent after-sales support<\/b> (or the lack thereof) plays a significant role in the consumer\u2019s decision to adopt (or avoid) a certain solution or brand. Make sure that your customer knows that you\u2019ll be there for them long after the installation has been completed.<\/div>\n

\nReferences (or referrals) are critical<\/u><\/b><\/div>\n
Put yourself in your customer\u2019s shoes. Would you be comfortable giving your hard-earned money to someone who you know nothing about? Unlikely.<\/div>\n

 <\/p>\n

Presenting the homeowner with your references<\/b> before beginning the quoting process, helps you build trust and rapport with your potential customer and will help put his mind at ease about the transaction.<\/div>\n
<\/div>\n
Stay tuned for more useful sales tips and tricks – only on the official Centurion Systems blog!<\/div>\n","protected":false},"excerpt":{"rendered":"

While the rising crime rate means that proper access control is now a necessity rather than the luxury it was in decades past, security equipment is still not exactly something that leaps off the shelves like, say, the latest iPhone. For most, it\u2019s still very much a grudge purchase; something that has to work extra […]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_et_pb_use_builder":"","_et_pb_old_content":"","_et_gb_content_width":"","_joinchat":[],"footnotes":""},"categories":[6,7,50,98,105,201,206,207],"tags":[],"class_list":["post-9312","post","type-post","status-publish","format-standard","hentry","category-access-automation","category-access-control","category-centurion-systems","category-gate-motor","category-gate-motors","category-sales","category-security","category-security-sales"],"yoast_head":"\r\nPart 1 of Installer Series: Making the Sale - Centurion Systems French<\/title>\r\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\r\n<link rel=\"canonical\" href=\"https:\/\/www.centsys.com\/fr\/part-1-of-installer-series-making-the-sale-2\/\" \/>\r\n<meta property=\"og:locale\" content=\"en_US\" \/>\r\n<meta property=\"og:type\" content=\"article\" \/>\r\n<meta property=\"og:title\" content=\"Part 1 of Installer Series: Making the Sale - Centurion Systems French\" \/>\r\n<meta property=\"og:description\" content=\"While the rising crime rate means that proper access control is now a necessity rather than the luxury it was in decades past, security equipment is still not exactly something that leaps off the shelves like, say, the latest iPhone. 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