Surviving in the Security Alarm Business

Surviving in the Security Alarm Business

by Lou Sepulveda


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In the very competitive security alarm business, companies are finding themselves more and more burdened with the responsibility of preparing corporate mission statements, paradigm analyses, and corporate reengineering plans. Surviving in the Security Alarm Business will help explain their importance, how to perform them, and what the expected result will be.

Teaches alarm professionals how to recreate their business "from scratch" for greater selling success
Illustrates how to do business in the future in response to market changes and trends
Suggests techniques for willing recurring revenue rather than single-sale profit

Product Details

ISBN-13: 9780750670982
Publisher: Elsevier Science
Publication date: 10/12/1998
Pages: 256
Product dimensions: 0.59(w) x 6.00(h) x 9.00(d)

Table of Contents

Pick Your Battlefield
The Battle Plan
Finding the Right Soldiers - the Selection Process
The Entrance Exam
Battlefield Phobias
Behavioral Study
Boot Camp - Don't Blame the Untrained
Train the Troops to Close the Sale
Answers to Common Objections
Motivate the Troops
The Steps of Selling Success
See the People - Lead Generation
Develop Leaders - Lead, Follow, oe Get out of the Way
Keep Management Focused on Taking the Next Hill
Know the Enemy (the Competition) - Its Strenghts and Weaknesses
Compensation Plan
Assemble the Troops - Sales Meetings Motivate
Battlefield Incentives - Sales Contests
Medals of Honor - Awards and Commendations
Heal the Sick, Rehabilitate the Wounded, Bury the Dead
A Case Study

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