Are You Losing Sales Because Your Customers Don't Know What Else You Do? Asks Chris Peterson

JH
John Honovich
May 09, 2023
IPVM

We attended the PSATec conference where Chris Peterson argued that integrators are losing sales from even their best customers by simply failing to tell them the full range of things one offers.

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** **** ** ******* (* ** paraphrasing **** ******* **** ******) ** a ***** ******** **** ***** *** for **** ******* **** **** ** training. ******** ******* *** ******** *** joking ******* ** ****** **** ****. The ***** ** *** ***** *** that **** ****** **** *** * close ******** ******** *** *** ***** informed ** ******** **** ***** ********** he ******.

**** *** ** ******** ** * posted * ******** **** *********'* *******, **'** **** ******** ******* *** a ****** *** ** ***'* ******* them **** **********. *** ********:

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****'* ****** **** * ******* *** still, ****** **% ** ****** *** follow ** ** ******** *** *** even ****.

******** ****** ****, "*** ** *** ****** ********* ** to ***** ** ********** ***** **** your ******* *********" *** **** **** aspect ("***** **** ***** ********** *** sell") ** ********* ** ** ****.

********? *****/********?

(4)
Avatar
Chris Lanier
May 09, 2023

* ****** **** *****' ********. *** Vector ******* *** ******* ***** *******.

******- **** ******* *** ****** * brochure, ******* *** ****** ** **** got * **** *** **** ********* your ********, **** *****'* **** ** will ******** **** **** ** **** moment. ***** **** ******* **** *****.

UI
Undisclosed Integrator #1
May 09, 2023

**** ******** ********** ****** *** **** times **** “*****” * ******** *** how ** ******** ***** **** *** current *******.

* ******* **** ***’* ************ ** market *** ******* ****** * *****. The **** ** ** *** ** there, *** **, ******** ******* *** get ***.

**, **** **** *** **** **** the ******** *** * **** ****** that ***** *** ******* *** ******** monitoring **** ****. **** ***’* ******** there ***’* * ****** ** ****** system. *** ****** **** ** ********** along **** ****** *** ***** ** responsible *** **** **** ***** *** perfect *************. **** ***’* ***** *********.

*******, **** **** **** **** ***** and *** “***, *** *** *** camera *** ****** ****** ** *** you. *** *** **** ** ** that?”. *** ******** **** “* **** I *** *****”

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

** **** *** **** ** ********* billing ** ****** ***** *** ******* efficiency.

(2)
Avatar
Krystn Andrade
May 10, 2023
Southwest Automated Security

***** ******** *** ***** ****** *** right. * ****** ******* ***** *** users ** "* ****'* **** *** guys *** ****". **'* * **** miss **** * ***** *** ** account ******* **** *** ********* ****** the ******** ** ***** *******'* **** capabilities/offerings. **** ** ** ***** *** often.

** ** #*'* *****, ******* ***** should ****** **** **** ** **** the ******** *** *** *****'* **** and ***** **** **** **** *** account **** ** ** **** *** address ********* ***** **** *** ********.

(1)
Avatar
Ryan King
May 11, 2023
Pacific Audio and Communications

** ***** ******** ** **** ***, the **** ******* ** *** ***** of **** ***** *** *** ***** systems/technologies ** ** *** ** **** 'declined' ** '*** *********' ** '********* by ******'

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