1. Module 3 Selling Security

2. ADT Security: Product Offering
ADT has expanded their traditional home security offerings of providing 24 x 7 remote monitoring to now include home automation
If your customer’s alarm is activated, a message will be sent from their security system to ADT
ADT will respond by contacting the customer, the customer’s emergency contacts and, if required, the emergency services
What is remote monitoring?
Control the technology in their home using an app (available via Google Play or Apple Store) on their smartphone
View live video while they are not home
Turn their security system on & off remotely
What does home automation allow customers to do?

3. Target Market People who have recently moved
People who live in metro areas
People in newly developed suburbs
Families that have just had a child
Individuals that live alone
Families that have children at home alone after school
People who travel often (for business or leisure)

4. Promoting Home Automation
Home Automation is an affordable, simple and effective way to control your home remotely from your smart phone, tablet or computer, for as little as $1.48 per day
Protect your home against burglary, fire and other security threats using an ADT Home Automation system.
ADT’s Home Automation systems also help you to conserve energy by allowing you to remotely switch off your lights.

5. How to sell The questions to ask:
Does your house tell you when you’ve forgotten to lock the doors?
Have you ever wanted to check on your sleeping kids without opening the door and waking them up?
Do you want your lights to come on when you walk in the door?
Do you ever wish that you could do the little things like lock your doors or turn off the lights, even when you’re not at home?

6. How to sell The questions to ask:
Have you ever wanted to turn the air conditioning on while on your way home on a steaming hot day?
Do you want to keep the neighbours from borrowing your things when you’re not home? Or let them in when it is ok to borrow something without giving them a key?
Do you ever want to check on your house while travelling, at work or at the shops?

7. Acquiring customers Hi _________________, I have a favour to ask…
What is the most important thing for you to protect?
What would you like to be able to control in your home while you’re away?
Demonstrate the benefits of having an ADT system
Let me show you a two minute video of the system!
Take a look at my ADT system in my home!
Leverage ADT’s dedicated Sales Support team
This seems like a great fit for you.
Let’s get you on the phone with one of ADT’s home security experts that can help you customise a system to suit your needs.

8. Pitching points
Unlike traditional systems, wireless security systems are quick & easy to install, requiring few cables and hardware
GPRS System mean it doesn’t require a fixed phone line, whereas traditional security systems need to be plugged into a wall and connected to a phone line
Save $$$ on:
Energy Bills
Lights can be switched off remotely using the app
Home Insurance Insurance companies offer discounts on contents insurance if a security system has been installed
Upgrade options & additional hardware available to cover any additional areas
Leaving spare keys out for tradespeople, cleaners or babysitters can be unsafe as you’re giving strangers instant access to your home.
Use the ADT app to lock/unlock doors remotely!
ADT’s Home Automation app can be used to turn on/off alarm system or any device plugged into the Z-Wave 2E Switch remotely
The Home Automation + Camera package allows you to keep an eye on the kids even when you’re not home simply by using the ADT App

9. Handling objections Expensive
The initial cost of installing a security system can seem expensive, but not installing one could cost you even more
Wireless Home Alarm System: $1.48/day
Wireless Home Automation: $1.85/day
Wireless Home Automation + Camera: $2.27/day
What price would you put on keeping your family safe and secure?

10. Handling objections Coverage
ADT is primarily available in capital cities and metropolitan areas in Australia.
Regional areas may be serviceable – customers should ask when they receive the call back from an ADT Security adviser. If there is sufficient interest and demand in a regional area, ADT may be able service this area.

11. Handling objections Moving Home
Customers with an installed ADT Home Security or Home Automation system can relocate their ADT system provided that they:
have had an ADT system active for a period of no less than 12 months
are moving to a serviceable area (within 90 minutes of a capital city or metro area)
Customers have the option of transferring the remainder of their contract to the new occupant at the address they are vacating.
Note: Customers relocating will incur a fee for transition to their new premises. ADT will install like-for-like equipment at their new address.

12. Relocation rules
Customers relocating will incur a fee for transition to their new premises. ADT will install like-for-like at their new address.
Customers have the option of transferring the remainder of their contract to the new occupant at the address they are vacating.