What is the sales method your security company follows? In this article the author lists a number of models that will improve sales results if used in the best way.
By: Adhir Uzcpategui*
In our security industry there are no unique, perfectly recognized and universally accepted standards in sales processes. What you have are many models or methodologies. Not having a perfectly established methodology is one of the causes of poor results in sales.
There are security companies in Latin America that have a methodology and follow it regularly; there are others in which they have been established, but it is not used. But unfortunately a large majority of companies do not follow any methodology, although they know it and according to studies carried out and personal observation the percentage is higher than 80%.
The best known methods or models that have been developed and that I have taught in many countries will be indicated below. It is worth asking what is the method or sales model that is followed in your security company?
Sales script model: John Patterson, who was president of NCR, developed this model in 1887, 110 years ago, to introduce the first cash registers that came to market. This model sets instructions for both what the salesperson should say and what they should do during their sales pitch. For example, the seller is showing specific parts of the item he sells while repeating his sales speech.
The script is divided into four parts: zoom, demo, proposition, and close. Each of them has specific rules that must be followed.
Sales closing model: This model is introduced by the year 1950, emphasizing the characteristics of the product. It is widely used in high-pressure sales. The elements that define this model are presentation skills, tentative closures, overcoming objections and final closure.
Relationship sales model: The seller generates with their prospect a relationship over time with repeated visits to the buyer and then they get to know each other on a personal and professional level.
Problem-solving model: The components of this model, which appeared in 1960, include understanding what the prospect or customer perceives as important. Ability to listen and ask appropriate questions, to give solutions that are of value to the client or prospect.
Value added model: It also comes from the 60's and combats the objections to the price that are presented, through an added value to the product or service sold. In this way, adding additional services is possible to give a perception of a greater value that the client receives for the price he pays.
Consultative sales model: In 1970 this new model was developed that tends to reduce costs or increase customer revenues. This requires a deep understanding of the client's or prospect's business, as well as a record list of proven results.
Partnership model: More than a model, it is a way to make the customer feel that they are part of the sales process, as an associate.
Equipment sales model: In this model the seller must coordinate all activities inside and outside the organization to close a sale.
Complex sales model: This model also called wholesale, is applied to those sales that have high value and multiple levels of decision, require extensive coordination of the parties and in which the sales cycle is long.
In this type of sale, the role of salespeople involves a series of strategies and tactics that conform to a predetermined and very rigorous methodology.
If you, as a salesperson, sales manager or general manager of a company are not getting the sales results you expect, you may need to do a serious analysis of the methodology currently used by your salespeople.
Happy sales!
* If you wish you can write to the author of this article at the email [email protected]
