Selling Security Successfully - A How to Guide - Chapter 1

In this series, SecuSolutions COO, George Rafael and myself Jim Kootnekoff, will be discussing the art of selling security successfully.  Selling security can be challenging, but can be accomplished by following a process that works. We amassed nearly 22 years of experience selling security and assisting our partners to do the same.Our approach to selling security is unique and it works. We start by discussing security in general and then move into the topics such as breaking the ice with the prospect, to help them open up about their concerns. We discuss how to remove the perception that security is a high cost service by introducing essential services that are affordable as well as effective. Lastly we discuss how to identify the corporate crown jewels so our the customers understands where to start a security program.  This will be a multi chapter series so check back soon, for Chapter 2.