Home security is often a hard sell. It’s the kind of decision that’s easy for the client to put off unless we help them make the right choice. Here are some fundamentals that will help you overcome objections and get more home security sales.

Order your goal in every home

Before entering any home, make the decision that you are leaving with a warrant. Remember that you are not there to educate, entertain, or learn. You are there to help them make the right choice and come out with an order. Focus on writing a request to each household and end each presentation with a request.

Use test closures

Throughout your home security system presentation, be sure to focus on what’s important to the customer. End each benefit statement with a question. For example, “Our home security system will alert our call center right away and we’ll call you to make sure everything’s okay within seconds. Is that the kind of protection you want for your family?” When they say “Yes,” they are tying themselves up to buy. Use these follow up questions with each benefit point. Always end with a question, not a statement.

Remove deal endings

We accidentally take things with us that will kill any chance we have of making a sale. These items are business cards and brochures. It feels so good when we hand out a brochure and card, but that means they don’t need to call us again. They have the information they want! Writing your price down and leaving it with a card and brochure is a license to buy and ends the sale without an order. Always have an order form and do everything you write on it. This focuses you and the customer on the order and you only want the focus to be on home security sales.

Follow a proven formula

Don’t scoff when you get a home security sales objection. There are good steps and proven formulas to overcome the objection. Learn one you are confident in and follow the steps. Most of us are too excited and emotional when we get the actual objection to think straight, so following a formula gives a huge advantage. Be Prepared for Common Objections There are some objections that we face over and over again in our sales careers. Be prepared for them. We suggest that you have at least 10 responses for each objection you receive. To accomplish this, start a page for each objection that you cannot overcome. Then ask every salesperson you know how they handle that objection. Write down good ideas, and then practice, refine, and rehearse until you have ten that are effective. You know you’re going to face objections, so don’t go out without a plan and good tools to collect them.

Try these techniques and you’ll find that you can get more home security sales by overcoming objections to selling home security systems.