IS THERE A FUTURE IN SECURITY?OR

HOW I CONQUERED TECHNOLOGY & BECAME A BETTER

SALESPERSON

Peter Garnham

DISCUSSION POINTS

2o Years Ago – The Way We Were

Today – What’s Different?

How does this Affect you?

Quick Fixes & Options that can affect your Future

1989

Computers were not mainstream There was no Internet or Email CEL Phones weighed 5 pounds Up &Download of Programs to Panels was

New Dual Technology Sensors were primitive and

$$ Communication was 3/1 or 4/2 Systems sold for $1000+ Dealer Programs were just Beginning

THE FUTURE IN 1989

Wireless was the Future Smarter Sensors CCTV and Access Control System Integration Bigger would be Better – size was important

2009

Many Security Systems are sold for $100 or less

Same Sensor Technology is used today CCTV & Access are software dominated and

the technology is constantly changing Security is considered Lo-Tech Smaller is better i Technology Dealer Programs are Passé The Leafs still haven’t won the Cup!!

WHAT’S DIFFERENT

Consumers demand technology

Consumers rely on the Internet

A Prospect may know more about a technology than you!!

System Integration is Mainstream

SO WHAT DO YOU NEED TO KNOW

Expect Change to challenge you every day Are you Recession Proof

Stay Ahead of the Pack & Diversify Be Outspoken – You are the Expert Understand Your Market What is the next Big Thing Are You Network Savvy How will the Internet affect you How do you rate your Communication &

Sales capabilities?

BET ON….

Internet Monitoring Wireless Communication – it’s an iPHONE

world Home Health Diversification System Integration – Home Automation Fewer Mainline & New Specialty Distributors Challenge your Supplier – (We have to be

better) Other People getting a piece of your

traditional business

QUICK FIXES

The Psychology of Selling Balance your interests with those of your Customers & Prospects

Understanding and Creating Objectives Scripts – Practice = Perfection Attitude, Empathy & Integrity – Equal Partners Managing your Time – Goal Setting Developing your Personal Business Strategy Know your Territory & Product Mix

QUICK FIXES

Who’s your Coach?

Value Added Selling – Christmas in July?

Using Internet & Social Networking to your Advantage

Use the Right Tools for Prospecting and Record Keeping

SO REMEMBER…..

You have to keep your business healthy You’ll make money if it’s hard to do Always work to improve your skills Add Value to what you sell Anything and Everything will be over IP Get on the Green Bandwagon Get on the CANASA Board Are you involved with a Local or National

Charities/Service Organisations – If not Why Not? Be Aggressive Always Have Fun – Every Day!! Dare to be Better!!

THANKS FOR SHARING YOUR DAY

Enjoy the Show!!