I hear it with some regularity from Prospects. “But your lock costs more than the one I currently use.”
If I have done my job I already know what lock they currently use and that my lock costs more. And I know enough about their business (or vertical market) that I have insights into HOW they may use my types of locks–meaning the application of the lock technology in their daily work. Continue reading
No matter my role….Sales Director, Account Executive, Business Development, Sales Mentor…….my selling of security technology (hardware, software, and services) boils down to hard work. Honing one’s craft, if you will.
I’ve done it door-to-door (starting at age 8! – and again later in life). I’ve done it with cold phone calls – residential, commercial, and at the enterprise level. I’ve done it walking through factories, jails, chemical plants, hospitals, schools, utilities, hotels and more. I’ve presented to Executives, Architects, Consultants, IT Departments, Facilities, Law Enforcement, and every flavor of Security Professional you can imagine. Continue reading