In the security integration world, bad sales people offer the cheapest possible price for solutions created by the customer. Good sales people solve the problems found by their customers. However, the great ones find the problems and solve them before they happen.
How? They meet with their key customers and prospects on a regular basis, whether there is an opportunity or not. Here is the key secret … they always bring value to every meeting. There is no “checking in” or “touching base”, but there is always a purpose. As an example, you might stop by to discuss a case study of a similar company that complemented their guards with video monitoring. As you’re discussing this, the two of you will likely find an unknown problem… and you’ll walk away with an action item to solve the problem.
Great idea, but when will you have time? This process takes planning, but not much. The first step is to identify three customers to whom you currently sell, and three prospects that you’re trying to capture. Establish a goal to meet with these six organizations every two months. (If you’re wondering what to do in your security integrator sales meetings, read my piece from Monday, June 8th.)
