Inside The Mind Of A Top Security Sales Consultant…

When I consult, one-on-one, with security dealers and security sales reps, I have the distinct feeling that, at times, these professionals have a tendency to “underestimate” themselves and the unique gifts they bring to the security industry.

Your knowledge, whether it’s learned in vocational school, or through an authorized dealer program, or just good old fashion, on-the-job-training, puts you in the unique role of a security sales consultant, so why not use what you know to your advantage?

Don’t wait for someone to bestow on you the role of “Top” security consultant or the go-to-guy for the best security advice in town.  Go claim that title for yourself, today!

When you are educating prospective clients about what’s the best kind of intrusion system to install at their home or business, or about installing infrared cameras or thermal imaging cameras, etc, etc…they are relying on YOU for your overall security expertise and recommendations to help them secure their valuable assets from all the nuts and wackos out there!  So you are the esteemed security dealer and are probably the most knowledgeable person they know when it comes to these kinds of exotic technologies. In other words, you are the “TOP DOG”!

The Magic Wand

Shoot, I hope your not waiting in line for your name to be called at some industry event for your gold plaque.  Heck, if you’re waiting for the “Expert Fairy” to fly through the door and smack you over the head with her magic wand and say, “NOW you’re ready to be a “TOP” security sales consultant” then you’ll be waiting a long time for that to happen.

And if you’re waiting for someone else to give you recognition, that day will be a long time coming…like in your funeral eulogy.  Cuz most people in life don’t really want to see you get ahead, especially another security dealer or sales rep!

Just remember…“Fortune favors the bold” – not the weak or timid!

Leap Frog

The TOP security sales consultant will leap frog over all the other security consultants and grab the top rung of the ladder and dare people to knock him off the top rung.

Most security sales consultants will just show up at a prospect’s home or office as if by “accident.” What I mean by that is…they don’t have a plan or a “process” – they are just happy as heck to get out of the office and go for a drive with a cup of coffee and make a presentation. They get out of the car just like they got in, without having a “process” for up-selling, cross-selling, or just plain old making the sale. I would say over 90% of the guys I’ve consulted with, prior to meeting me just hung the sale on hoping and praying that the prospect might accept their offer.

A top security sales rep has a multistep, multimedia “attack modes” for closing the sale and “stealth-bomb” follow-up systems after the sale, to make the new client feel like a million bucks. Do you?

School Is Never Out For the Pro

A TOP security sales consultant always is perusing the best sales motivation material, has his vehicle turned into a “university on wheels”, while he is driving to and from sales presentations he is  listening to the very best  audio success CD’s and is reading cutting-edge security marketing advice – like in my monthly newsletter, the Smokin’ Security Newsletter. You need a constant flow of new ideas and examples flowing to you from diverse locations to get your mind lubed for creative thinking about wealth building.

Negative Ned

The mindset of a  TOP security sales consultant  is mission-critical in that he isn’t driving around all day thinking destructive thoughts like a “Negative Ned”, and the top four (4) thoughts that are constantly occupy the mind of a dead beat sales rep aka “Negative Ned” are drum roll please…

1- Everybody in my town buys by price.

2-Everybody in my town is a cheapskate.

3-I always get the dead-beat leads

4-There’s a huge alarm company in my town, that gets all on the sells anyways, so there’s no use trying.

When the TOP security sales consultant has negative thoughts enter his mind, he deliberately snubs it out with positive thoughts.

There you have it what is separates the men from the boys, the key is getting up on your on your hind legs every day and do the very best you can do!

Have a Gr8 Weekend!

Go Smoke Your Competition!

Have a Good One

Bob

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The Security Marketing Game Your In, As It Pertains To Baseball…!

I’m  soooo glad the start of Red Sox baseball season is just about here with the whole crew here at Security Marketing guru are “WICKED” big Bosox fanatics.

So I gonna keep this blog post nine innings today ( no extra inning marathon),  just sweet swinging, line-drive hitting … Hope you enjoy it!

I want you  all to concentrate and digest these  Security Marketing Knuckle balls I’m gonna throw your way, Here’s the wind and here comes the pitch, and I hope you hit it out of the ball park cuz, I’m rooting for your team (Your Security Business) to be a Grand Slam!

1.  You are not a maker of security products, you are a marketer of security products.  The money’s not in the making, it’s in the marketing (Always will be)!

2.  You are not a marketer of security product information– Nobody cares about that anyway.  You are a marketer of what people really want:  problem-solving security information.  Make sure your marketing message is geared toward solving security problems.

3.  Your a security marketing and sales machine first and foremost, and a security installation company second, without the phone ringing off the hook there will be no need for security installation techs.

4.  Just imagine the “MONEY GAME” you would be in if you just concentrated on  marketing your security company, just  one (1) uninterrupted hour per day, your growth would be phenomenal, that’s an extra 365 hours per year dedicated to making your security business the hottest game in town.

5.  The security dealer who builds the best security marketing mouse trap always clamps down more sales, and  more sales mean more income, more income means more money.  More money so  that you can take your family on a luxury vacation, or pay off some debt, or buy a piece of  rental property as another investment strategy.

6. Have you called up your best clients to and just say THANK YOU, and told them how much you appreciate them…? And ask them where else can I find a great client like you…Hehehehe….Trust me it works. I’ve done this countless times to find the cream clientele. I’m not a “POSER”… I practice what I preach…

7.  Don’t be a MOOCH in your acquisition of knowledge that can make you a shining success in your field!

8.  What did you learn about  your competition today that will give you a leg up on them in the bidding process…?

9. School is never out for the Security Marketing Pro.

There you have 9 different variations of the brush back pitch, that will keep you competition from stepping into the batters box against you!.

Peace, Out!

Go Sox’s!

TTYS

Bob Maunsell

Security Marketing Guru World Wide!

P.S. The best is yet to be