Pushy, high-pressure sales tactics turn off buyers – we’ve all been there! Fortunately, you can increase your on-the-spot close ratio by being buyer and solution oriented with sales automation software like QuoteAnywhere from WeSuite to support your sales efforts.  

Today’s security buyers are savvy. Chances are high that they’ve done their research before allowing a salesperson to walk through their door. Here’s how to demonstrate that you understand their needs and that they don’t have to look any further for a reliable security integrator, alarm and fire company to help solve their security challenges large and small. These seven tips will help you to close security sales faster, more efficiently, and accurately, and often in one sales call! 

1. Record and update leads. Using sales software programs to track leads and opportunities helps salespeople define and focus on buyers’ needs. WeSuite’s lead and contact management software allows you to keep all customer and prospect interactions organized and updated, ensuring no details are missed, and that information is entered only once.
2. Uncover buyer’s specific needs. Ask open-ended questions to zero in on problems, reasons to buy, and how you can help. Discuss possible options and explain how those options meet their goals. Check in to be sure you’re on the right track. Solution-oriented salespeople and security integrators remove the pressure of focusing on “selling” and redirect their energy toward identifying solutions that are most beneficial to the buyer. 
3. Show them. Upload floorplans and site images to the digital canvas using online quoting software like QuoteAnywhere. Search and place devices on the digital canvas.  This visual reference helps with collaborative design, making it easy to finalize the solution in real time. Bonus: the quote builds automatically!
   

   QuoteAnywhere and Site Survey

4. Build estimates on the spot. Using sales quoting software makes it easy to build accurate, customized quotes broken down by systems, with parts, packages, labor, and services easily adjustable to target the required investment. Game-changing, right? Can your competition do that?
5. Easily present options. Presenting a good, better, and best set of solutions frequently results in the customer choosing the “better” or “best” options. Providing just one possibility forces the buyer into a yes or no decision. WeSuite’s QuoteAnywhere sales software lets you generate multiple options at different price points with ease, providing buyers with choices. 
6. Present professional top-notch proposals and contracts automatically! Customers are much more likely to sign a contract on the spot if they feel confident that your business is reputable and buttoned up. Generating proposals and contracts with all the necessary documentation, license and legal information, in an attractive, well-organized format consistent with your corporate branding saves time and fortifies your reputation.
7. Sign electronically! Integration with electronic signature providers like DocuSign or eOriginal makes customer signing — then and there, or via email later — easy, efficient, and paper-free. There’s no reason to lose time and sales due to ‘go-backs’ to print or email contracts separately. Use electronic signatures and start closing security sales faster!

Research shows that as many as 35-50% of sales close with the vendor who first provides the needed solution. When buyers are confident that they’re making an educated decision, with a reputable provider, their search can end immediately. Leveraging sales lead tracking software like WeSuite helps your team stay ahead of the competition in this fast-moving market. 

Data indicates that a single outside sales call costs an average of $350 per visit. The cost of each subsequent visit is a significant operating expense that’s often overlooked. Not to mention the loss of selling time for your salespeople! Closing sales faster makes every sale more profitable and solutions are implemented more quickly, making the process a ‘win-win’ for all.

Now that you know the seven secrets to closing security sales faster your next step is to contact WeSuite. Whether you’re a small or large security integrator, alarm, or fire company, our industry-centric QuoteAnywhere lead-to-close sales platform will work for you!

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