The name of the product, which is Landmark Security Services, owes its origin to the nature of products offered by the organization. Since the organization provides security services, the name, Landmark Security Services, is practical. Established in 2004, Landmark Security Services is one of the leading service providers in Dubai and the Emirates region. The services provided by the organization comprise private security, patrol services, temporary security, and other forms of integrated security services. As such, the organization provides services, which focus on the security and protection of property and individuals.
Fundamentally, the security services provided by Landmark Organization follow a design or construction that aims at providing the best security services to its clients. Construction of the services entails employee training, seminars, and effective recruitment of competent individuals, who can deliver the best to the clients of Landmark Security. By recruiting the best individuals and training them, Landmark Security Services constructs its services in a manner that meets client needs.
Christian, Hannah, and Glahn assert that an organization can construct and enhance the quality of its services by training, motivating, and recruiting the best individuals, who have the requisite expertise (27). Therefore, the services of Landmark Security follow a well-designed and organized construction that results in excellent service delivery.
8 Features, 8 Advantages, and 8 Benefits of Landmark Security Services
As a salesperson working for landmark security services, I will employ and use a memorized selling type of sales presentation. Cant and Van note that using a memorized type of sales presentation, the salesperson devises tactical questions and presents them before the prospective clients (153). During my interaction with the clients, I will inform them of the benefits of the services that our security organization offers. According to Johnston and Marshall, memorized sales presentation uses the shortest time to explain the benefits of a certain product to prospective clients and closes the presentation with a request to purchase (161).
Therefore, by using a memorized sales presentation, I will ensure that the potential clients, who intend to use security services from Landmark Security, understand the benefits that they will enjoy after purchasing its services.
For effective sales, I will employ the question type of approach technique. Danna explains that the question type of approach uses strategic questions geared towards achieving the attention of the potential client (26). The implication of using the question approach and technique is increased attention from the prospective clients in the quest to listen and answer the questions advanced to them. The questions that I will present before the potential clients of Landmark Security will be interesting and easy to answer because boring and complex questions can result in poor sales.
Five Common Objections and Methods of Overcoming
Hidden Objection
Hidden objections relate to a series of impractical excuses that prospects give to decline a sale. To counter the objection, I will encourage the prospects, to be honest, follow the pattern of their excuses, or study their body language.
Stalling Objection
Sometimes consumers decline a sale by using delaying tactics, also known as stalling objections. As the salesperson of Landmark Security, the objection requires further probing and explanation of the benefits of using our services.
Money Objection
Money objection transpires when prospects state that they are financially unable to purchase a product (Orr 29). True money objections create a platform for future Landmark consumers, whereas untrue objections require further explanation on product benefits.
Product Objection
Product objection comes up when prospects raise concerns over product performance, authenticity, and durability. To overcome product objection, I will explain the warranties of Landmark services to the customers and even show them some videos of past-satisfied consumers.
Source Objection
When prospects raise concerns about the company or me, the salesperson, they are indeed using source objection to decline a sale. To counter the objection, I will explain to them the benefits, strengths, and financial stability of Landmark Security.
Two Types of Methods Used in closing Sales
T-Account
T-Accounts entail listing pros, reasons to purchase, and cons on a divided piece of paper. The application of the technology enables me and the client to list positives and negatives of Landmark services and arrive at a satisfying decision. Principally, as the salesperson of Landmark Security, I will ensure that the positives outweigh the negatives so that the client’s willingness to purchase heightens.
Summary of benefits
When a salesperson uses a summary of benefits technique, they usually furnish the prospects with the benefits that they stand to gain by purchasing a respective product. According to Futrell, questions such as ‘which other benefits are we missing?’ are common when a salesperson uses a summary of benefits technique to close a sale (78). As the salesperson of Landmark Security, I will employ the technique to effectively inform the clients about the benefits of security services offered by the organization, and in turn, increase their willingness to purchase.
Works Cited
Cant, MacKain, and Heerden Van. Personal Selling. Lansdowne: Juta, 2004. Print.
Christian, Walter, Gerald Hannah, and Terre Glahn. Programming Effective Human Services: Strategies for Institutional Change and Client Transition. Boston: Springer, 2012. Print.
Danna, Anthony. How to Develop Professional Selling Skills and Techniques: Based on Common Sense and Ethics. Victoria: Trafford, 2005. Print.
Futrell, Charles. Fundamentals of Selling: 13th Edition. New York: McGraw-Hill Higher Education, 2013. Print.
Johnston, Mark, and Greg Marshall. Contemporary Selling: Building Relationships, Creating Value – 4th Edition. New York: Routledge, 2013. Print.
Orr, Linda. Advanced Sales Management Handbook and Cases: Analytical, Applied, and Relevant. New York: Routledge, 2012. Print.