Need to sell more home security systems? Here are five ways to overcome sales objections
Posted On July 22, 2021
Home security is often a hard sell. It’s the kind of decision that the customer can easily postpone unless we help them make the right decision. Here are some basics to help you overcome objections and get more home security sales.
Make an order your goal in every home
Before you go to any house, decide that you are leaving with a warrant. Remember that you are not there to educate, entertain, or meet. You are there to help them make the right decision and walk away with an order. Focus on writing an order in each home and end each presentation with an order.
Use test closure
Throughout your home security system presentation, be sure to focus on what is important to the customer. End each benefit statement with a question. For example, “Our home security system will alert our call center immediately and we will call you to make sure everything is okay in seconds. Is that the kind of protection you want for your family?” When they say “Yes”, they are tying to buy. Use these detailed follow-up questions with each profit point. Always end with a question, not a statement.
Remove the finalizers from the deal
By accident, we carry things with us that will kill any chance we have of getting a sale. These items are business cards and brochures. It feels so good when we hand out a brochure and card, but it means they don’t need to call us again. They have the information they want! Writing your price and leaving it with a card and brochure is a license to buy and ends the sale without an order. Always have an order form and write on it. This puts you and the customer into the order and that’s where you want the focus to be on home security sales.
Follow a proven formula
Don’t shoot from the edge when you get a home security sales objection. There are good steps and proven formulas to overcome the objection. Learn one you trust and follow the steps. Most of us are too excited and excited when we receive the actual objection to think clearly, so following a formula gives us a huge advantage. Be prepared for common objections There are some objections that we face over and over again in our sales careers. Be prepared for them. We suggest that you have at least 10 responses for each objection you receive. To do this, start a page for each objection that you cannot overcome. Then ask all the salespeople you know how they handle that objection. Write down good ideas and then practice, practice, and rehearse until you have ten that are effective. You know you are going to face objections, don’t go out without a plan and good tools to collect them.
Try these techniques and you will see that you can get more home security sales by overcoming objections when selling home security systems.