Daniel Schmelzer

Securing Trust Daniel Schmelzer

This book was written to help security technology professionals enhance their career by taking a knowledge based approach that helps identify the value of security to an organization. Creating rapport with the customer is essential to achieving sales success and gathering support for security technology programs. The material in this book is based on real life security selling techniques that have helped senior leaders understand why investing in security technology, and investing in security technology designed correctly, is the right approach. This style of selling helps prevent security technology decisions to be made based on price alone. If you are in the security industry, and want to learn how to increase your opportunities to build rapport with your customer, this is the book for you. This is a "must read" for those in sales management, national accounts, commercial sales, marketing, corporate security leadership responsible for creating security programs, and those who desire to enter the security technology profession. ChaptersChapter One: Meeting PreparationChapter Two: Understanding the Fundamental Role of Security in an OrganizationChapter Three: How to Help Your Customer Identify RiskChapter Four: How to Discover Sales Opportunities Through Supporting the Customer's Business Continuity/ Emergency Preparedness PlanChapter Five: How to Sell the Benefits of System IntegrationChapter Six: How to Sell Cross-FunctionallyChapter Seven: Selling ConvergenceChapter Eight: Selling the Value of System Design StandardsChapter Nine: Selling Your Project Management ProficiencyChapter Ten: How to Help Your Customer Sell InternallyChapter Eleven: Understanding the Buying CycleChapter Twelve: Overcoming ObjectionThe cost of the book is a small investment in your self-development tool box. You will learn about the important stepping stones in developing a trusting relationship with your customer that can afford a life-time of success.