classic | mobile
Follow us on:
Follow us on Facebook  Share via Twitter  Share via LinkedIn

Hi-Tech Security Solutions Business Directory
Residential Estate Security Handbook 2018

Win-win sales for suppliers
August 2013, Security Services & Risk Management

To all the dealers, suppliers and sales personnel of security products, let us show you a way where you can greatly benefit in regards to your sales figures and simultaneously be providing greater gain to the end user and the security risk assessor.

The secret lies in providing the risk assessor with functional information and not just rattling off specs as you were probably trained to do. We need you to paint a clear, concise picture of the capabilities of your product when we seek information during our security risk assessments. By providing this, the client will be able to make that final decision to purchase your product. Remember that if your product meets the specific requirements of the client’s security needs as unveiled during the course of the risk assessment, then you will have definitely made a sale.

The good news about this is if the client buys your product because of our recommendation, you are under no obligation to pay us commission. Our client has already done the risk assessment. We have spent numerous hours with the client and scrutinised their security on many different levels. We are familiar with their working environment and their individual requirements. The client has paid attention to the conclusions and professional, unbiased solutions provided by us. Don’t approach us with all the stock you have in your inventory or your own theories, but rather work with us as a team and listen to what we are actually requesting.

Bearing the above-mentioned in mind, that the assessment has already been conducted, don’t make prejudgments or assumptions as to which categories of wealth a client falls into and if it’s a waste of time. Remember the client has already paid us for our expertise and will not ignore the suggestions we present. The client is beyond the point of simply requesting quotes or purchasing products. Entry-level products are usually the last thing we actually require. Again, listen to our appeal and supply the product most suitable to the needs we have already identified.

An example, we approached five security product providers in the past to quote for an installation we assessed. Three of the five did not respond to our request because of their own prejudgment. The result was an intricate system consisting of approximately 64 cameras being installed for our client. A huge opportunity was lost by those who did not respond. This same client is now ready to increase their system and an additional 32 cameras.

Dealers and resellers of security products; please listen to our request. By all working together: the assessor, the client and you, we all win.

For more information contact Alwinco, +27 (0)71 319 4735,,

  Share via Twitter   Share via LinkedIn      

Further reading:

  • Significant differences in ­perceptions on state of digital trust
    November 2018, CA Southern Africa, Access Control & Identity Management, Security Services & Risk Management
    Nearly half of businesses admit to selling customer data, despite claiming data ­protection as paramount; consumer behaviour shows strong correlation between loss of business and lack of digital trust.
  • Reliability a fundamental in visitor management
    November 2018, Powell Tronics, Access Control & Identity Management, Integrated Solutions, Security Services & Risk Management
    With the rapid evolution of biometric technology, there are many options available in the marketplace that promise varying levels of performance.
  • Optimal selection of CCTV operators
    November 2018, Leaderware, This Week's Editor's Pick, CCTV, Surveillance & Remote Monitoring, Security Services & Risk Management
    Technology is often seen as the primary factor in the success of CCTV surveillance control rooms, yet Dr Craig Donald has seen new control rooms with the most up-to-date technology fail.
  • The latest X-ray scanning solutions
    November 2018, Technews Publishing, Asset Management, EAS, RFID, Security Services & Risk Management
    Hi-Tech Security Solutions asked three suppliers of X-ray scanning equipment for some insights into the latest products and their safety.
  • Managing business continuity and disaster recovery
    November 2018, Technews Publishing, IT infrastructure, Security Services & Risk Management
    Organisations are increasingly reliant on their IT systems and data, but they are faced with risks in the form of anything from accidental data loss, to deliberate acts of sabotage.
  • Velocity Audit
    November 2018, Excellerate Services , Security Services & Risk Management
    Excellerate Services has adopted an outcome-based service model which is underpinned by a Customer Experience (CXM) and SLA Management platform called Velocity Audit.
  • Smart cities spend less
    November 2018, Axis Communications SA, Government and Parastatal (Industry), CCTV, Surveillance & Remote Monitoring, Security Services & Risk Management
    A proactive management model allows cities to work smarter and save money while offering better services and results to their citizens.
  • What about the service level agreement?
    November 2018, Vision Catcher, This Week's Editor's Pick, Security Services & Risk Management
    Niall Beazley discusses the importance of a reliable service level agreement (SLA) if you want to rest assured in the long-term efficacy of your security installation.
  • The need for resilience in national infrastructure
    November 2018, Government and Parastatal (Industry), Cyber Security, Security Services & Risk Management
    The industries and infrastructure on which so much of our daily lives depend are deep in the midst of mass digitisation.
  • Smart home security services
    November 2018, Fidelity Security Group, Security Services & Risk Management, Products
    SecureHome enables you to view the status of your home security, quickly arm or disarm your alarm system, and receive alerts using your smartphone.
  • Smart city spending to soar
    November 2018, Integrated Solutions, Security Services & Risk Management
    IDC forecasts annual technology spending by Middle East and Africa smart cities to total $2.7 billion by 2022, with Dubai and Riyadh leading the way.
  • Powering the Internet of Everything
    November 2018, Pinnacle Instruments SA, Integrated Solutions, Security Services & Risk Management
    Cities around the world have set their digital transformation sights on uplifting healthcare, education and delivering quality utility and transport services while also prioritising public safety.

Technews Publishing (Pty) Ltd
1st Floor, Stabilitas House
265 Kent Ave, Randburg, 2194
South Africa
Publications by Technews
Dataweek Electronics & Communications Technology
Electronic Buyers Guide (EBG)

Hi-Tech Security Solutions
Hi-Tech Security Business Directory (HSBD)

Motion Control in Southern Africa
Motion Control Buyers’ Guide (MCBG)

South African Instrumentation & Control
South African Instrumentation & Control Buyers’ Guide (IBG)
Terms & conditions of use, including privacy policy
PAIA Manual
    Mobile | Classic

Copyright © Technews Publishing (Pty) Ltd. All rights reserved.