Hello again everyone.  For our second action item from the sales training event a few weeks ago, we are going to build a go-to Disarming Authority Statement – the template that you have in your back pocket so you don’t have to reinvent the wheel all the time.

Remember the importance of the Disarming Authority Statement – it shifts your customer from being slightly annoyed with your questions to a position of looking forward to answering your questions.  It’s critical that you use a Disarming Authority Statement before asking needs analysis questions.  This step will enable you to gather transparent and open answers – which will lead to more detailed solutions and a higher winning percentage.

Below are the three steps, with an example… 

1. Establish Credibility.

We’ve seen many scenarios in which property managers wanted to provide safe environments for their tenants, but found it very costly and cumbersome to manage all of their various properties.

2. Take a Position of Authority.

We’ve been able to solve this problem with multiple customers with our real-time surveillance solutions, increasing the safety of their tenants and decreasing their costs by 20% - 50%.

3. Disarm your Customer.

Our services don’t work everywhere.  I’d like to ask a few questions to find out if it might be a good fit for you.

One last note:  please submit your answers in the comments section of the blog post.  This is a private group – only your team and I can view your input.