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Tom sells security systems for businesses. He got a call from John, the
building supervisor at a military records center. While the building has its own
exterior security system, John needs to install an interior security checkpoint to
restrict half a floor of the building. He wants it accessible only to an authorized
group of people who work there.
John is talking to a number of security company reps, including Tom. Here
is part of the conversation that Tom and John have after they inspect the area to
be restricted:
| Tom: |
Okay, I see your setup, John, and what you need to secure this area is a
pass card system. Authorized personnel just swipe their card at a reader
we install at this point. We do these all the time. |
| John: |
What about using a security code and keypad instead? |
| Tom: |
I wouldn’t go that way, John. We sell them, sure, but people forget their
pass codes, they write them down in plain view at their desks . . . the
cards will work much better, believe me. |
| John: |
I’m not sure. |
| Tom: |
Well, our research shows a pass card system works better. It’s simple,
gives you maximum control. It’s no more expensive, but it’s more
secure. (Pulls out sample card.) I have several readers in my car. I can
get one and show you how it works. |
| John: |
Thanks. I’m familiar with how they work. What if I take your video and
brochure at this point?
I need to think this over, and check with my boss. I’ll
call by Tuesday. |
At this point, Tom may wonder what he has to do to move John to the next
level of the sale. Tom has shown confidence and knowledge of his products. He
feels certain that John would be happy with the solution he is proposing. What is
missing that an effective Q4 sales call would include?
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