Pressure Sales
How to recognize pushy sales tactics
Pressure sales tactics, or the technique of intimidating consumers into buying a product or service, are far too frequent in today’s world. Unfortunately, the home security industry is no exception. According to FrontPoint Chief Operating Officer Peter Rogers, pressure sales tactics by alarm companies are quite common, and come in many forms.
TYPES OF ALARM COMPANY PRESSURE TACTICS
The Inferior Alarm Kit Offer
Some alarm companies initially offer a system that may not meet the needs of many home owners. They quickly add on incremental equipment and service fees (such as activation fees and additional charges for wireless or fire protection) to the initial package price. Potential home security customers quickly discover that the revised pricing is significantly more than the original quoted price and package.
Time Pressure ‘You Must Buy Now’
Another tactic is the “time pressure” approach, sometimes used by phone reps, or by sales people who may visit your home. The typical technique is for the sales person to insist that, “you need to buy right now, while I’m on the phone, while I’m at your back door or you’re going to miss out. This is a one-time-only offer, otherwise I’m going to offer this home security solution to someone else.” In this approach, the salesperson does not want you to take time to research online reviews, the better business bureau, or even to take time to discuss with your family.
The Doorknockers
Selling alarm systems through door-to-door salespeople is very common in certain regions of the country, and typically occurs during summer months. Unfortunately, some of these ‘doorknockers’ are very aggressive and may be employed by unscrupulous or unlicensed companies. Aggressive techniques have become such a problem in some areas that local jurisdictions have enacted legislation prohibiting or restricting door to door alarm system selling. A recent law passed in Texas is aimed at curbing some of these abuses:
New Texas law to help nab rogue door-knockers
When speaking with an alarm company representative by phone or in person, be sure not to limit your ability to fully review any offer, or to discuss that offer with your family and friends. A good salesperson from a licensed and successful alarm company should encourage you to do your due diligence through online research and discussions with family members.
Purchasing a home security system is a large investment intended to protect your home and family, and you should select your alarm company without any undue pressure from a salesperson.
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