SSM7 | Research Areas

Doing your homework ahead of a sales call will pay off for you in so many ways. For starters, as we’ve discussed, the information you get ahead of time will help you anticipate possible needs and prepare to make specific recommendations.

Second, taking time to prepare will impress your prospects with your attention to detail and genuine interest in custom-tailoring a security solution for their specific needs. You will be largely “pre-sold” to them before you even arrive. (Compare this to the typical situation where the sales rep just shows up with no idea why he’s there or what might be needed and has to start from scratch.)

Preparation also means you can spend more time focusing on buying motive issues rather than collecting basic information during the call.

A few of the “status” and “situation” questions (more on that in Module 9) can be asked in an online questionnaire that you send ahead of your appointment. Again, not only will it help you collect vital information, it will impress your prospects with your professionalism and attention to detail. Those questions are marked with an (*) below.

Research areas ahead of a residential sales call:

  • What was the source of the lead?
  • Why is the prospect interested in a home security system at this point in time?*
  • What is the crime situation in the immediate area? (Check spotcrime.com)
  • Any current clients in the immediate area? (Schedule a client visit prior to the appointment)
  • New installation or conversion of a competitor account?*
  • Demographic information on the prospect(s) (age, children, marital status)
  • Type of home (look up on Google Maps)
  • Employers and positions (will give you an indication of income and potential networking/affiliate partner)
  • Insurance agent* (What discounts are offered?)
  • LinkedIn profile(s)
  • Google search

Research areas ahead of a commercial sales call:

  • What was the source of the lead?
  • Why is the prospect interested in a security system at this point in time?*
  • Key decision makers (check LinkedIn profiles)
  • Crime situation in the immediate area? (Check spotcrime.com)
  • Any history of crimes against this organization?
  • Any current clients in the immediate area or same type of business? (Schedule a client visit prior to the appointment)
  • Current client, new installation or conversion of a competitor account?*
  • Company background (Website, Social Media, LinkedIn, Google News, Yelp)
  • Type of business
  • Check location on Google Maps. Better yet, walk the perimeter and check the surrounding area and grounds for security issues that should be addressed
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