Your customers today make decisions by committees. Since you rarely have an opportunity to meet with the committee, you depend on your points of contact to sell for you internally—points of contact that don’t think they need you, the sales professional. What can you do?
On Tuesday, Nov. 8 at 1 p.m., join the Security Industry Association (SIA) for a free webcast with Chris Peterson, Principal, Vector Firm, to examine how a security integrator can win a decision by a client committee.
In this special webcast session, you will examine customer needs so you fully understand their day-to-day environment, discuss ways to make an impact in every meeting, and tactics to shift your relationship to an emotional engagement. This will enable your potential customers to feel the emotional impact of working with you.
Review a formula for making an immediate impact with new prospects. Apply a specific process of asking questions that will provide transparent answers from you customers—not just the standard one word answers. Implement an understanding of the personal outcomes that effect security, IT and facility managers—and their bosses.