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Monitoring Alarms by Beeper

Discussion in 'Security Alarms' started by Celso Lujan, Jan 17, 2005.

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  1. jackcsg

    jackcsg Guest

    I like that one Graham. I learn something new every day here....
     
  2. Hey...we went to the same refrigerator class :)
    It works pretty well...but I generally use the Colombo approach to close a sale.


    | Subject: Re: Monitoring Alarms by Beeper
    | Newsgroup: alt.security.alarms
    | => Robert L. Bass <= wrote:
    |
    | >> I use the 'refrigerator analogy'...
    | >
    | >Huh???
    | >
    |
    |
    | And you want to be my latex salesman!?!
    |
    | Anyway... I'll educate you.
    |
    | The 'refrigerator analogy', sometimes referred to as the 'refrigerator close' is
    | when the customer is struggling with the price you just presented. That's when
    | you point to the fridge in their house and ask "nice fridge, what did you pay
    | for it?"... The customer replies with a figure... let's say $1500..
    |
    | Then you ask him how much money worth a groceries are inside. They reply back
    | with another figure, say $300.
    |
    | Then comes the whammie.... "So, Mr. Basshole, you spent $1500 to protect $300
    | worth of food, but you won't spend $3000 to protect your most valuable asset,
    | your home?"
    |
    |
    |
    | --
    | -Graham
    |
    | Remove the 'snails' from my email
     
  3. G. Morgan

    G. Morgan Guest

    Subject: Re: Monitoring Alarms by Beeper
    Newsgroup: alt.security.alarms
    You'll have to refresh my memory!

    BTW... Were you the one asking about a forum that ports to Usenet?

    I've got one going, (phpBB) ... But I have some bugs to work out. Email me and
    I'll send ya the URL.
     
  4. Joe

    Joe Guest

    We don't get much call for the paging features here. I like them and
    use them on my home system, but most folks don't carry pagers anymore.

    Of the systems I install for those who do have pagers, quite a few of
    them like the feature. Last week I had a lady who had her brother and 2
    sisters on her call list and had given them keys in the event of an
    emergency. They also have a furnace guy and plumber who know how to
    enter and have codes for the system. She trusts all the folks but she
    liked the idea of having the system page her husband whenever the system
    was disarmed (or armed) by anyone other than her husband or herself.

    What are we selling if not peace of mind. The lady was slightly uneasy
    about all those folks having access, but now isn't concerned at all.

    Thing is, the only reason she knew about it is that my pager went off
    telling my my son had disarmed the system (letting me know he was home
    from school) while I was training her and I mentioned what it was. Had
    I not told her about the feature she never would have known (unless she
    read the user's manual.... like that is about to happen)
     
  5. Bob Worthy

    Bob Worthy Guest

    Hey...we went to the same refrigerator class :)
    It works pretty well...but I generally use the Colombo approach to close a
    sale.


    Have alot of success wearing an old frumpy wrinkled trench coat do ya?
     
  6. Yep!...you know the way he would 'almost' walk out the door without dropping the big question?...I do the same thing, I don't try obviously close the sale. I call it the Columbo Close :)



    |
    | | Hey...we went to the same refrigerator class :)
    | It works pretty well...but I generally use the Colombo approach to close a
    | sale.
    |
    |
    | Have alot of success wearing an old frumpy wrinkled trench coat do ya?
    |
    |
     
  7. Yah that was me, but i don't have time to mess with forum porting now...too busy. I use an asp portal.


    | Subject: Re: Monitoring Alarms by Beeper
    | Newsgroup: alt.security.alarms
    | => Crash Gordon® <= wrote:
    |
    | >Hey...we went to the same refrigerator class :)
    | >It works pretty well...but I generally use the Colombo approach to close a sale.
    |
    | You'll have to refresh my memory!
    |
    | BTW... Were you the one asking about a forum that ports to Usenet?
    |
    | I've got one going, (phpBB) ... But I have some bugs to work out. Email me and
    | I'll send ya the URL.
    |
    |
    | --
    | -Graham
    |
    | Remove the 'snails' from my email
     
  8. And you want to be my latex salesman!?!

    I wouldn't sell you anything. Besides, you are living proof that latex
    isn't enough.
    Oh, now I understand. It's a lame attempt to embarrass the customer into
    buying something he doesn't want. Thanks, but I prefer to explain the value
    of my product and let the client make an informed choice. I've outsold
    morons using memorized sales pitches hands down for over 28 years.
     
  9. I like that one Graham...

    Don't throw away perfectly good sales calls on stupid lines like that one,
    Jack. You know your field and your products well. Just explain in down to
    earth terms how your system works, showing the client how you intend to
    protect all accessible windows and exterior doors, back everything up with
    motion and/or glass break and offer monitoring at a reasonable price.
    You'll outsell the fast buck artists with their canned answers every day of
    the week.

    If you're considering advice on sales you might want to consider that
    Cracker is an installer -- not a salesman. His panic disorder and
    alcoholism prevent him from ever being a successful sales rep. Experienced
    technical sales reps worth their salt never use such lines. They're a major
    turn-off to all but the lowest echelon of potential buyers.
     
  10. Yep!...you know the way he would 'almost'
    I used to go to the clients' home, ask where they would like to meet, open
    my brief case and withdraw a metal clipboard case containing a legal pad, a
    pen and a few system brochures. Instead of sitting down over the routinely
    proffered coffee I'd ask the husband and wife to accompany me on a tour of
    the home. First we'd walk around the outside so I could point out common
    security problems they could fix on their own -- tall shrubs, poor lighting,
    etc. Then we'd go inside and I'd walk through each room on each floor
    listing each window, door, glass break, motion detector, freeze or flood
    sensor, carbon monoxide detector, etc. on my pad.

    Along the way I would briefly explain how we install concealed wiring, what
    types of detectors we use, where they go and why. I'd list possible keypad
    locations and sirens. On a typical four bedroom colonial this might take
    half an hour. Then I'd suggest we go back to the start and sit down to
    discuss my plan of protection. Coffee would usually be offered and accepted
    then while I tally up the components and labor and write the contract. This
    usually took another half hour or so.

    I would then ask if they had any concerns which I had not covered. If there
    were issues (perhaps a floor safe or such) I'd add whatever was needed and
    then simply ask, "Does this sound like what you had in mind?" Most of the
    time the clients would tell me that I was the only one or perhaps one of two
    out of five or more vendors who even offered comprehensive protection. My
    prices were usually about 50% higher than everyone else but I offered three
    times the protection. My closing ratio was consistently higher than anyone
    else I know in the industry.

    Even though I no longer offer installed systems I still model my sales
    approach the same way. I discuss the project at length, cover every opening
    and offer comprehensive backup protection. The large sale is usually over
    the phone but I try to cover the same material and explain everything just
    as thoroughly as I used to do in person.

    If you really want to learn to close, learn to listen to the client's
    concerns. Then offer comprehensive protection tailored to their home and
    their requirements. You'll kick the jiminex out of the Crackers and other
    morons who try to compete with you.

    Best of luck.

    --

    Regards,
    Robert L Bass

    =============================>
    Bass Home Electronics
    2291 Pine View Circle
    Sarasota · Florida · 34231
    877-722-8900 Sales & Tech Support
    http://www.bassburglaralarms.com
    =============================>
     
  11. I do the same.

    I really don't need learn how to close, I've got a good closing percentage...but I learn more every day.

    Any complaint I ever had about my salespeople was...they didn't listen! Now I got rid of most of them and am having fun selling again.


    | > Yep!...you know the way he would 'almost'
    | > walk out the door without dropping the big
    | > question?...
    |
    | I used to go to the clients' home, ask where they would like to meet, open
    | my brief case and withdraw a metal clipboard case containing a legal pad, a
    | pen and a few system brochures. Instead of sitting down over the routinely
    | proffered coffee I'd ask the husband and wife to accompany me on a tour of
    | the home. First we'd walk around the outside so I could point out common
    | security problems they could fix on their own -- tall shrubs, poor lighting,
    | etc. Then we'd go inside and I'd walk through each room on each floor
    | listing each window, door, glass break, motion detector, freeze or flood
    | sensor, carbon monoxide detector, etc. on my pad.
    |
    | Along the way I would briefly explain how we install concealed wiring, what
    | types of detectors we use, where they go and why. I'd list possible keypad
    | locations and sirens. On a typical four bedroom colonial this might take
    | half an hour. Then I'd suggest we go back to the start and sit down to
    | discuss my plan of protection. Coffee would usually be offered and accepted
    | then while I tally up the components and labor and write the contract. This
    | usually took another half hour or so.
    |
    | I would then ask if they had any concerns which I had not covered. If there
    | were issues (perhaps a floor safe or such) I'd add whatever was needed and
    | then simply ask, "Does this sound like what you had in mind?" Most of the
    | time the clients would tell me that I was the only one or perhaps one of two
    | out of five or more vendors who even offered comprehensive protection. My
    | prices were usually about 50% higher than everyone else but I offered three
    | times the protection. My closing ratio was consistently higher than anyone
    | else I know in the industry.
    |
    | Even though I no longer offer installed systems I still model my sales
    | approach the same way. I discuss the project at length, cover every opening
    | and offer comprehensive backup protection. The large sale is usually over
    | the phone but I try to cover the same material and explain everything just
    | as thoroughly as I used to do in person.
    |
    | If you really want to learn to close, learn to listen to the client's
    | concerns. Then offer comprehensive protection tailored to their home and
    | their requirements. You'll kick the jiminex out of the Crackers and other
    | morons who try to compete with you.
    |
    | Best of luck.
    |
    | --
    |
    | Regards,
    | Robert L Bass
    |
    | =============================>
    | Bass Home Electronics
    | 2291 Pine View Circle
    | Sarasota · Florida · 34231
    | 877-722-8900 Sales & Tech Support
    | http://www.bassburglaralarms.com
    | =============================>
    |
    |
    |
     
  12. no it's not...it just puts things in perspective.-lots of clients think an ADT system really will cost them only 99 bucks.


    | > And you want to be my latex salesman!?!
    |
    | I wouldn't sell you anything. Besides, you are living proof that latex
    | isn't enough.
    |
    | > The 'refrigerator analogy', sometimes referred to...
    | >
    | > --- snip stupid, canned answer used by inept salesmen ---
    |
    | Oh, now I understand. It's a lame attempt to embarrass the customer into
    | buying something he doesn't want. Thanks, but I prefer to explain the value
    | of my product and let the client make an informed choice. I've outsold
    | morons using memorized sales pitches hands down for over 28 years.
    |
    |
    |
     
  13. Any complaint I ever had about my salespeople
    Same here. I've always enjoyed all the gadgets and stuff we use in the
    trade. But the most fun for me has always been sales. My online store has
    allowed me to spend about half of my time doing just that. The rest is
    divided between keeping up on new products and building my website.

    --

    Regards,
    Robert L Bass

    =============================>
    Bass Home Electronics
    2291 Pine View Circle
    Sarasota · Florida · 34231
    877-722-8900 Sales & Tech Support
    http://www.bassburglaralarms.com
    =============================>
     
  14. R.H.Campbell

    R.H.Campbell Guest

    Yes, I am constantly amazed how people can believe such a simple minded
    "come on" ! If they don't take the time to do the simple math involved in a
    five year "free" alarm deal, to find out their REAL costs, can you imagine
    how poorly they must balance their own personal finances, or how many bad
    choices they must make when it comes to the really important financial
    decisions in their life.

    Astounding !!

    RHC

    no it's not...it just puts things in perspective.-lots of clients think an
    ADT system really will cost them only 99 bucks.
     
  15. Frank Olson

    Frank Olson Guest


    Oh?? What were you selling "before" alarms?? Vacuums?? :))
     
  16. Mark Leuck

    Mark Leuck Guest

    No Cigarettes

    (joke that you might not get)
     
  17. Paul

    Paul Guest

    You never feel stupid?
    Why are you always screeming beside the subject dear "low level
    mental electrician".
     
  18. Frank Olson

    Frank Olson Guest


    Heh... Right...
     
  19. Whats more astounding is when (rarely) I lose a sale to ADT (or any of dem guys) AFTER having shown the potential buyer the math!...and helping them read the tiny print on the back of ADTs contract. That's what really amazes me.

    Once in a while I even get those customers back after a year or so of being with adt.


    | Yes, I am constantly amazed how people can believe such a simple minded
    | "come on" ! If they don't take the time to do the simple math involved in a
    | five year "free" alarm deal, to find out their REAL costs, can you imagine
    | how poorly they must balance their own personal finances, or how many bad
    | choices they must make when it comes to the really important financial
    | decisions in their life.
    |
    | Astounding !!
    |
    | RHC
    |
    | | no it's not...it just puts things in perspective.-lots of clients think an
    | ADT system really will cost them only 99 bucks.
    |
    |
    |
    |
     
  20. R.H.Campbell

    R.H.Campbell Guest

    Actually, I get a lot of ADT customers coming to me to take over their
    systems. However, due to the nature of how the local ADT types install their
    systems, I've found it is very important to check out the systems before
    doing so.....I turn away about one in 10 systems as far too flaky an install
    to take over....

    Nevertheless, I do a booming business in ADT takeovers these days. God bless
    'em....:)))

    R.H.Campbell
    Home Security Metal Products
    Ottawa, Ontario, Canada
    www.homemetal.com
    www.flickr.com/photos/tourman

    Whats more astounding is when (rarely) I lose a sale to ADT (or any of dem
    guys) AFTER having shown the potential buyer the math!...and helping them
    read the tiny print on the back of ADTs contract. That's what really amazes
    me.

    Once in a while I even get those customers back after a year or so of being
    with adt.


    | Yes, I am constantly amazed how people can believe such a simple minded
    | "come on" ! If they don't take the time to do the simple math involved in
    a
    | five year "free" alarm deal, to find out their REAL costs, can you imagine
    | how poorly they must balance their own personal finances, or how many bad
    | choices they must make when it comes to the really important financial
    | decisions in their life.
    |
    | Astounding !!
    |
    | RHC
    |
    | | no it's not...it just puts things in perspective.-lots of clients think an
    | ADT system really will cost them only 99 bucks.
    |
    |
    |
    |
     
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