Subscriber Discussion

Sales... How Do I Do It Correctly?

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Thomas Richardson
•May 11, 2023

I need to improve my sales skills. I'm personable, can talk to anyone, have a good knowledge base of our systems, and I love my job; but I feel that I'm not converting enough sales pitches/walkthroughs into jobs.

Background: We are a small company of 12 people. We were started 20+ years ago as a structured cable and phone system installation company, and have only been selling security, CCTV, and access control for the past 5 years. I started the security side of the company when I was hired (no previous experience) and had to wear a lot of hats: sales, system design, system installation, troubleshooting, etc. Now we have more qualified technicians and I find myself with more time to focus on what I love most about my job, solving customer problems through sales and system design... I just suck at sales.

***'* *** ** *****, * **** landed **** **** **** ****, *** I **** **** ***, **** **** ever, * **** *** ****** *** nothing *******. * ***** **** ****, or *** * *** ** * request ** ** * ***** ********** of *** ***. * ** *** want ** ******** ***** ****** ** stifle *** ****** ** **** *******, so *'* **** ** ****** ** resources *** ******.

(4)
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Brian Rhodes
•May 11, 2023
IPVMU Certified

* ********** **** ************* *** ****-*********. It's ***** ** ** ***** ** yourself! * *** ***** **** ****** to ***** ** ** **********, *********, and ********** - **** ***** *********.

**********, *** **** *********** * **** been ****** ** *** ***** *** much ***** ***** **********. ** ***** be ****** ** **** ** *** that - *** *** **** **** to **** * ******** ******* ** confidence *** ******** *** **** ***** up ***** ************ ** * **** personality *** **** * ******** *** not *********** ******** **** **********. **'* almost **** ********* **** ** ** your ****-***** (** ****** *** ******) and ** ***** **** **** **** fully ******.

** ***** **** **** ** **** another *********** ** **** ******* *** a ****. ** ********* *** **** of ***** *** ***** *** **** commissions, *** ** **** ***** **** you ** *** *** ****** *** patterns ** ****** *** *** *** learn ******** *** ********** ********.

(3)
(3)
Avatar
Ryan King
•May 11, 2023
Pacific Audio and Communications
In reply to Brian Rhodes

** ***** **** **** ** **** another *********** ** **** ******* *** a ****. ** ********* *** **** of ***** *** ***** *** **** commissions, *** ** **** ***** **** you ** *** *** ****** *** patterns ** ****** *** *** *** learn ******** *** ********** ********.

** ****** ***** *** ***** ***** was **** **** *** *****: *** Dev ** ****** *** *** ******* Engineer ** ********. ******** *** ****** to **** *** *****, ** ****'* use *****. *** *** *** ******* the ************ *** *** *******, *** PE/D ******* ** *** ******. **** prospects ********* ****** *** ****** ******* on **** ** ******* ** ***.

*** ** **** **** ******** *** Expert. ** *** ******* *** ******* needs **** **** **/* *** '******' of **** ****. ******** ** **** an **** *** **** ***'** ********** and ******* ** *** *******.

**** ***** ** *** **** ** sales *******. * ***** ** * Collaborative *******: **'** *** ******* ******** toward ** **-*** ***** ******* ****. Make **** **** ** **** **** your **** *** *** *** ** the ***.

**** **** ****, ***** **** ******* more. ***'* **** ******** **** *** free, ********* ******. ** *** **** them * '*****' *** *** ***** hear **** **** ***'** ******** *** 2nd ** ***** ***. ***** **** time ********** ****, ****** ********* **** as ***** ** *** *************, *** many *******, *** *** *** ***** or **** ******, **** ** ***** win *** ******* (*****, *****, ******* specific *****). *** *** ******** *** giving **** * ******** **** ***** which ** * **** ****** **** can ** ******* ***/** **** *** as * *** ****. **'* * constant **** ****. *** ****** *** think ***'** **** ****** **'* ******** time ** ****** *** **** **, but *** *** ******* ** **** come ******** ***** ** *** ******.

*** *** **** *********. **** ** Scott ****** **** ** ****.

(2)
(5)
UM
Undisclosed Manufacturer #1
•May 11, 2023

****'* * *** **** * **** by.

*.Once *** **** * *****, *** **** *** ********.

*** ***** ****** ** ** *********** of *** *** ***** ***'** ***** up ***** ** **** ******. ** you ***** *** **** * *****, the ********/******* *** ********** ** ***** of *********. **** *** *****: ********/*******--** you ***** *** **** *** ***** you'll ******** **** *** ****. *** in ** ** ******** ** ******* demo *** ***'** *** ***** *** nuanced ************, ************ **** ***** ******** and *** ***** **** **** *** price ***** [** *** ******** **** at ****** ********* ***** *** ******.]

*** ***** ******* ***** ****** ** the ********/******* ****** *** ** ** a *********, *** ** *********** ** size *** **.

2. **** ********, **** *************.

*'* ******** **** *** ****** > partner ****, *** * ***'* **** the ********* **** ******** ******* ******** about ******** ** **** ***** *** last *******. * *** ** ******** are **** *******, **** **** **** to *** ****'* *** *****. * end ***** ************* *******. *** **** that *** **** ******* ***** *** then **** *** *** ****. *** ones **** *** ******* **** ** straighten ** *** ***: "****, **** here's *** *'* ** *** ****."

***'* ** ** ***** *****. * know **'* ******** ** **** * quote ***. * ***'* **** ******** quotes ****** * **** *** *******. You **** * ***** ** *** a *****? *** **** *** *** one. ** *'* ***** ** ***** time *** ****** ******* * ******* together, * **** ** **** **** a ******* ****'* ******* * *******.

* *** **% ** *** ****** that **** **** *** ***** ** this ******** **** **** ** *** a "****** ******" *** **** ***** going ** ** ********* **********. ***'* be *** ****** *****.

*.Solve ********, ***'* **** ********

* **** ** ** ****. "**, oh, ****'* *** ****** ******* ** have!" *'* ******* ** ***** ****** when * **** ** * ******* (customer)--Increasing *******, ********** ***** *****, ********** risk. ** ******* ***'* ********** ** one ** *** ** ***** ******, I ***'* ***** * *** **** them.

(2)
(4)
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Sean Patton
•May 11, 2023
IPVM

* ***** **** ****, ** *** I *** ** * ******* ** do * ***** ********** ** *** job.

*** *** **** *** *** ****** competitively? **** ***** *****, **** ***** is * **** ** ****** ***** much ****** ****** **** ******, ** not *********** ************* **** ***** ***********.

(5)
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Ryan King
•May 11, 2023
Pacific Audio and Communications
In reply to Sean Patton

****'* * **** ******** ** ***. The ***** **** ***** ** *** putting * ******** ******** ** **** you ******** ** *** ******* *** and **** *** ***** **** **** better. **** * *** ********* ** an *****. ** **** ***'* **** you **** *** ******** ***'* **** to *** **** **** ** *** future.

(1)
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Sean Patton
•May 11, 2023
IPVM
In reply to Ryan King

***** * ********* ***** **** ***** be ****** ********, ***** ** * lot ** ** *** **** ** this ***** ***** *** ***** ** is *********. ** **** *** ******* quotes ** ******* **** *** ********* 5, **, ** *********, *** **** are *** ***** ** *** **** type ** ******** ********.

****, ** *******, **** ***** ** competitively ****** *** **** **** *******, but ********* **** ****** *** ***, into *****-****** ******** *********. ** **** are ********* ********* ***** ******** ******** base ** * ***** *** ********** cabling ********, **** *** *** **** the ***** ******** ******** ********** *** those **** *********.

(1)
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Ryan King
•May 11, 2023
Pacific Audio and Communications
In reply to Sean Patton

** **'** ** * ***** ** 5 ** ** ********* ** ****'* qualify *** ******. **** *** * place ** **** ** **. ****** in ***** ******* *** **** ** be *** ** ***'* **** ** so ** ***'* **** **.

(1)
(1)
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David Clarke
•May 22, 2023

**** *** ***** *** ***** ********?

***** *** *** *******?

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Thomas Richardson
•May 24, 2023
In reply to David Clarke

* **** *** ***** *** ********, I'm ******* ** ********.

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Chris Peterson
•May 24, 2023
Vector Firm
In reply to Thomas Richardson

** ******. **** ** **** ** do. ***** ******.*****************.***. ** *** ******* ** ********, use **** ** * ****** **** and *** **** ***** ** **** free (*** *** *** ****** *******).

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David Clarke
•May 24, 2023
In reply to Thomas Richardson

** *** *** *** ******* ** are *** * ******** ** *****?

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David Clarke
•May 25, 2023

**** *** **** *****. ***, *** should ***** ** * *****!

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David Clarke
•May 25, 2023

**** ***** *****. *** ** *** can ***** **** ** *** *** be * ****** ***** ******.

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