Security industry veteran Daniel Schmelzer has brought to market a new book: Securing Trust: A Guide for Security Technology Sales Professionals Written from the Customer’s Perspective. This guide was written to equip today’s security integrator with the tools and knowledge they need to close more sales and enhance their customer relationships.
The pages contain useful sales tips, and are based on real life security selling techniques that have helped senior leaders understand the value of investing in sophisticated security technology. Schmelzer has six years of experience as a security sales professional and seven years as a security technology director at a global Fortune 20 company. Schmelzer wrote Securing Trust to empower other security technology professionals to grow their businesses by taking an informed approach to selling the value of security to an organization.
The 12 chapters cover key topics, including meeting preparation; understanding the fundamental role of security in an organization; how to help customers identify risk; how to discover sales opportunities through supporting the customer’s business continuity/ emergency preparedness plan; how to sell the benefits of system integration; how to sell cross-functionality and convergence; the value of system design standards; how to help the customer sell your solution internally; understanding the buying cycle; and overcoming objection.
The book is available on Amazon in both paperback and Kindle formats as well as on Schmelzer’s website, https://www.pegasussecuritycoaching.com/.