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How to Sell Personal Emergency Response System (PERS)

Gretchen Gordon Managing Partner Braveheart Sales Performance. How to Sell Personal Emergency Response System (PERS). Why Is PERS Selling Different Than Security Alarm?. Can be more emotional Subscriber is frequently not paying for it. What’s Important. Relationships Trust

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How to Sell Personal Emergency Response System (PERS)

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  1. Gretchen Gordon Managing Partner Braveheart Sales Performance How to Sell Personal Emergency Response System (PERS)

  2. Why Is PERS Selling Different Than Security Alarm? • Can be more emotional • Subscriber is frequently not paying for it

  3. What’s Important • Relationships • Trust • Suggested Reading “The Trust Project”, a White Paper by Dave Kurlan • Identify the motivator • Pain • Fear • Gain If you want the white paper, email nlawler@braveheartsales.com

  4. Skill Sets Required

  5. Health Care Workers Are Perfect Right? • Service vs sales • Patient vs company • Can they command respect? • Are they appropriately motivated? • Does the compensation plan support the right behavior?

  6. Crucial Elements of Success Equals Incentive to Change Desire Commitment Outlook Responsibility

  7. Hidden Weaknesses Buy Cycle Approval Emotions Money Records

  8. Models • Referral based • Pull marketing • Internet • Advertising • Flyers to inform (alarm) clients

  9. Referral Based - What’s Important • Hunting • Confidence building • Persistent • Activity plan: Leading indicators • Still need to manage the activity • Might be contacts, and speeches as opposed to appointments • Need to pay attention to critical ratios • Need to be Ambassadors but also must have a need to close business • How to get people to trust them • Personality styles • Relationship building specifics • Be viewed as expert

  10. Pull Marketing • Sales via phone • Relationship building without visual • Communication pie: More difficult to build trust • Tone, pausing

  11. Sales Cycle • Typically the actual sales cycle is very short if speaking directly with the subscriber or sponsor (the one paying for subscriber) • Must be able to close in one call • Supportive buy cycle • Getting the trust of the referring party may be significantly longer • Incumbent they trust or like • Wariness because of bad experiences • Frequency and consistency is key

  12. QuestionsIf you want The Trust Project white paper call me to talk or email Nikki at nlawler@braveheartsales.com Gretchen Gordon 571 High Street Worthington, Ohio 43085 (614) 396-6544 ggordon@braveheartsales.com www.braveheartsales.com blog: www.braveheartsales.com/blog/ Survey Cards

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