The problem was that every home was fitted with cheap smoke detectors from
home supply stores and there was no need for high priced, monitored smoke
detectors. He wanted me to help his team to sell at least one smoke detector per
sale, or more.
I visited a few customer sales calls with his sales guys. The problem became very clear quickly. Much like in the technology world, they were trying to sell mostly by functions and futures and got into a rabbit hole of price comparison with cheap smoke detectors from home supply stores. This means with every customer, even after their willingness to buy the home security system, they were wasting their time in trying to demonstrate their smoke detector's “Cadillac”ness.
Most advanced fire & smoke detector on the market.
Detect fire/smoke before your other local, cheap hardware store detectors can find it.
Fires start in your home for the simplest of reasons – old house wires shorting, candles, malfunctioning appliances, etc.
The US Fire Administration recommends that you install one outside each bedroom, kitchen, laundry room, garage,....(this was actually the worst by giving them a sticker shock of high priced smoke detectors with a hope of selling many devices in one home).
While the cheap smoke detectors can sense the fast burning fire, they don't catch the smoldering fire, which takes a long time to catch. We use both photoelectric and ionization sensors so we can sense both fast flames as well slow, smoldering fires.
We are watching your house 24x7. We have six monitoring centers so if one of our monitoring centers goes down we will back it up with another.
We will notify the fire dept. immediately so valuable minutes are not lost in mad scramble while saving your valuables.
Listening to these pitches, I still didn't absolutely get why I should be buying. Now this is not just applicative to smoke detector sales, but archetypal action affairs 101. Affairs to the guy with the checkbook is altered than affairs to the guy with a acclaim agenda (more on that in a after article). But, ultimately, if I am a C level, I neither accept the time nor the affection to accept to your functions and appearance pitch. If you are casting something to me, in 1 min or beneath you charge to clear what amount it is traveling to add for me as against to how abundant your band-aid is. This is area a lot of action sales pitches abort - Having ambience based, chaw sized (aka. elevator pitches) messages.
As with any executive sales pitch, you need to keep in mind the following golden rules:
Your pitch needs to be as short as possible. Generally it should NOT exceed a few minutes for the executive level. Our pitch was about 2 minutes, including all the melodramatic pauses.
Your pitch needs to be very efficient. State the problem, state how the current solution is totally wrong, state how yours is miles ahead in solving the same issue yet very simple.
Your pitch needs to state that by continuing the current solution, the issue will get worse over time.
Your pitch needs to be as visual as possible. Don't use 30 slides. A visual cue is good enough.
Your pitch needs to avoid all tech jargons and buzz words that are not known to general public (or to the C level executive).
Finally, don't show the bad of other solutions but try to show the good that can come out of your solution.
With the pet owners or the adolescent mothers (approving executive) watching, the sales rep stands up next to an installed smoke alarm, lights a cigarette lighter and holds it next to it (we ample out the appropriate ambit so not to actuate it by adjacency calefaction and about no smoke comes out of the lighter to set the anxiety off). This blaze will be on and next to the smoke detector the accomplished time during the angle (which about lasts for 2 minutes) after benumbed the alarm.
Here is the absolute pitch. (In the absorption of blog length, just use your acuteness for added variations such as accepting a pet, paranoia kind, you are a abysmal sleeper, etc.)
“You are out at a adorned dinner. Your infant, (using the baby's name actuality with a abeyance is actual effective), is with a babyish babysitter who is on the buzz the accomplished time. A slow, afire blaze starts in the basement. Your abundance brand, such as this, didn't bolt the fire. Your unmonitored detector was active out of array for a while, so it's anemic to ascertain fires. The blaze is fast growing now and overextension a lot of smoke and CO, which is axis your abode smoke filled, and the air is unbreathable with abreast aught visibility. (Pause actuality for affecting aftereffect and watch the abhorrence on their faces.)
Lucky you accept the XXX smoke alarm, which detected the antecedent apathetic afire fire, the CO spread, the fast overextension fire, and the smoke, and alerted our 24x7 ecology centermost about all of the above. We alleged your blaze dept. for you. The blaze trucks showed up at your home afore your bargain abundance cast even activated.
When you get home, your kids are safe from blaze and CO, your home is safe, and as a benefit your allowance aggregation will be cogent you that not alone your allowance will not go up for this, but it will go down by 20% because you are adequate by XXX.” (Yes, home allowance companies accord a abatement up to 20% as these sensors anticipate amercement and burglary.) More information, please visit: www.fujihd.net
I visited a few customer sales calls with his sales guys. The problem became very clear quickly. Much like in the technology world, they were trying to sell mostly by functions and futures and got into a rabbit hole of price comparison with cheap smoke detectors from home supply stores. This means with every customer, even after their willingness to buy the home security system, they were wasting their time in trying to demonstrate their smoke detector's “Cadillac”ness.
Most advanced fire & smoke detector on the market.
Detect fire/smoke before your other local, cheap hardware store detectors can find it.
Fires start in your home for the simplest of reasons – old house wires shorting, candles, malfunctioning appliances, etc.
The US Fire Administration recommends that you install one outside each bedroom, kitchen, laundry room, garage,....(this was actually the worst by giving them a sticker shock of high priced smoke detectors with a hope of selling many devices in one home).
While the cheap smoke detectors can sense the fast burning fire, they don't catch the smoldering fire, which takes a long time to catch. We use both photoelectric and ionization sensors so we can sense both fast flames as well slow, smoldering fires.
We are watching your house 24x7. We have six monitoring centers so if one of our monitoring centers goes down we will back it up with another.
We will notify the fire dept. immediately so valuable minutes are not lost in mad scramble while saving your valuables.
Listening to these pitches, I still didn't absolutely get why I should be buying. Now this is not just applicative to smoke detector sales, but archetypal action affairs 101. Affairs to the guy with the checkbook is altered than affairs to the guy with a acclaim agenda (more on that in a after article). But, ultimately, if I am a C level, I neither accept the time nor the affection to accept to your functions and appearance pitch. If you are casting something to me, in 1 min or beneath you charge to clear what amount it is traveling to add for me as against to how abundant your band-aid is. This is area a lot of action sales pitches abort - Having ambience based, chaw sized (aka. elevator pitches) messages.
As with any executive sales pitch, you need to keep in mind the following golden rules:
Your pitch needs to be as short as possible. Generally it should NOT exceed a few minutes for the executive level. Our pitch was about 2 minutes, including all the melodramatic pauses.
Your pitch needs to be very efficient. State the problem, state how the current solution is totally wrong, state how yours is miles ahead in solving the same issue yet very simple.
Your pitch needs to state that by continuing the current solution, the issue will get worse over time.
Your pitch needs to be as visual as possible. Don't use 30 slides. A visual cue is good enough.
Your pitch needs to avoid all tech jargons and buzz words that are not known to general public (or to the C level executive).
Finally, don't show the bad of other solutions but try to show the good that can come out of your solution.
With the pet owners or the adolescent mothers (approving executive) watching, the sales rep stands up next to an installed smoke alarm, lights a cigarette lighter and holds it next to it (we ample out the appropriate ambit so not to actuate it by adjacency calefaction and about no smoke comes out of the lighter to set the anxiety off). This blaze will be on and next to the smoke detector the accomplished time during the angle (which about lasts for 2 minutes) after benumbed the alarm.
Here is the absolute pitch. (In the absorption of blog length, just use your acuteness for added variations such as accepting a pet, paranoia kind, you are a abysmal sleeper, etc.)
“You are out at a adorned dinner. Your infant, (using the baby's name actuality with a abeyance is actual effective), is with a babyish babysitter who is on the buzz the accomplished time. A slow, afire blaze starts in the basement. Your abundance brand, such as this, didn't bolt the fire. Your unmonitored detector was active out of array for a while, so it's anemic to ascertain fires. The blaze is fast growing now and overextension a lot of smoke and CO, which is axis your abode smoke filled, and the air is unbreathable with abreast aught visibility. (Pause actuality for affecting aftereffect and watch the abhorrence on their faces.)
Lucky you accept the XXX smoke alarm, which detected the antecedent apathetic afire fire, the CO spread, the fast overextension fire, and the smoke, and alerted our 24x7 ecology centermost about all of the above. We alleged your blaze dept. for you. The blaze trucks showed up at your home afore your bargain abundance cast even activated.
When you get home, your kids are safe from blaze and CO, your home is safe, and as a benefit your allowance aggregation will be cogent you that not alone your allowance will not go up for this, but it will go down by 20% because you are adequate by XXX.” (Yes, home allowance companies accord a abatement up to 20% as these sensors anticipate amercement and burglary.) More information, please visit: www.fujihd.net
