Security industry veteran Daniel Schmelzer has brought to market a much-anticipated new book – Securing Trust: A Guide For Security Technology Sales Professionals Written From The Customer’s Perspective. This easy-to-read guide was written to equip today’s security integrator with the tools and knowledge they need to close more sales and enhance their customer relationships.
The pages are packed with useful sales tips, and are based on real life security selling techniques that have helped senior leaders understand the value of investing in sophisticated security technology.
IP-Centric enterprise security platform
Schmelzer holds a Master of Arts in Security Management from the American Military University, has six years of experience as a security sales professional and seven years as a Security Technology Director at a Fortune 20, global company. His work portfolio and expertise includes designing, implementing, and management of a $30 million IP-centric, enterprise security platform that spans five continents.
He has also designed and implemented over 1,700 complex integrated security installations. Schmelzer wrote SECURING TRUST to empower other security technology professionals to grow their businesses by taking an informed approach to selling the value of security to an organization.
Key security topics in the book
The twelve Chapters cover key topics ranging from Meeting Preparation; Understanding the Fundamental Role of Security in an Organization; How to Help Customers Identify Risk; How to Discover Sales Opportunities Through Supporting the Customer’s Business Continuity/ Emergency Preparedness Plan; How to Sell the Benefits of System Integration; How to Sell Cross-Functionally and Convergence; The Value of System Design Standards; How to Help The Customer Sell Your Solution Internally; Understanding the Buying Cycle; and, Overcoming Objection.
