Commercial Integrator + Security Sales March 2024 - 68

SSI
ROUNDTABLE: RESIDEO CONNECT
Does the idea resonate with you that
security installers and integrators
should really be the client's strategic,
consultative advisor and their outcome
guarantor, as opposed to being
a mere reseller?
Alfano: Yes. We have to play that whole
role. And, when they call, they want to
know that you know the system, or that
you had technicians who were at the home
or business, and that you're familiar with
them. Companies should continue to play
on that and build their client care around
that. I mean, we always strive for that.
Foglio: Absolutely. We must be security
advisors. The experts. The professionals.
We need to train our teams so that they
are able to answer the prospect's questions.
Because everyone can get valuable
information from Google before they
show up to the appointment. The key is to
sell a professional service that shows real
value over DIY and knockoffs.
Gibson: I think, when you are speaking
'Every system is a
little different, and
that is why we can
supply a better
solution than DIY.'
- Michael Gibson,
Mulhaupts
with a customer, you have to learn to be
a great listener and find out exactly what
they want to accomplish. That can take
time and patience. After that, you can
begin to solve the problem [and assess]
what equipment will be needed.
Every system is a little different, and
that is why we can supply a better solution
than DIY. For the most part, they have
one system to fit every situation, and that
could not be further from the truth.
Do you have any closing
thoughts or final comments?
Alfano: It's just my opinion, but nothing
beats a professionally installed system. I
know DIY is always a big topic, and I'm not
against it. There's always going to be that
person who can change their own oil and
change their tires and everything else.
As Jesse said, you need to present yourself
as a business that's going to be there
for them. You're going to answer that call
if there's a problem. You're not going to
end up calling somebody who could be in
another country.
I just think there's always going to be
that value of having an actual professionally
installed system, whether it be
cameras, alarm, audio or video.
Gibson: I said it earlier: We sell our company
and what we bring to the customer in
our quality of products and the quality of
experience we bring. We tell them we are
available 24 hours a day, 365 days a year, and
you talk to a real person when you call. SSI
68 Commercial Integrator+Security Sales & Integration | March 2024

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Commercial Integrator + Security Sales March 2024

Table of Contents for the Digital Edition of Commercial Integrator + Security Sales March 2024

Commercial Integrator + Security Sales March 2024 - Cover1
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Commercial Integrator + Security Sales March 2024 - Cover3
Commercial Integrator + Security Sales March 2024 - Cover4
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