Deceptive sales are a reality of the security industry and a dangerous pitfall for an untrained salesman. Violating these regulations can open you up to fines and potential legal action, so it’s important to be proactive to keep your company from falling into this trap! Rise above the issue by encouraging your salespeople to follow these five common sales tactics and best practices:
1. Be transparent: Let your customer know who you are and why you are there.
2. Respect your competitors: If a customer is already under contract, don’t pursue them. Provide your business card and urge them to contact you once the contract has expired.
3. Listen to the customer: Be aware of your customers’ body language and respond to them with courtesy and respect. Don’t be pushy or intimidating when trying to close a sale.
4. Always identify yourself: Wear professional clothing with your company’s logo or name prominently displayed so that there’s no question as to who you are and why you’re there. If possible, display signage on your car or truck.
5. Focus on the product, not the money: When working with a customer, the emphasis should remain on quality, customer service and good principles.
“We don’t make money by deceiving customers or employing questionable business practices,” said Bruce Mungiguerra, Monitronics Senior Vice President of Operations. “Successful businesses grow from superior customer service and top-notch products. It’s imperative that we continue to train every salesperson on how to serve all customers honestly and fairly.”
Deceptive sales practices are unethical and often illegal. To remain above the law, encourage your sales team to regularly review the ESA Code of Ethics and always promote best practices while in the field.