ISC Sept 15 Sales Corner

When selling Armed Security Guard Services, you are always going to have push back why or why not your services are needed. You need real answers that you can back up, not just a car sales spin. Here is one for you today.

Client Objection: "We already have security in place"

My Approach: Differentiate Your Services

• Response: "That’s outstanding! It shows you care about security, but let me ask you something: Does your current team have the expertise and training prepared for the worst-case scenario, like an active shooter, armed intrusions, or unpredictable threats? The truth is, most traditional can only do so much. It definitely has its role. Our armed security teams doesn't just guard your property—they prevent incidents from ever happening by taking proactive measures. This isn’t about basic surveillance; it’s about having specialists who can mitigate threats before they escalate. Could your current team handle those kinds of issues?"

My Next Approach: Establish Your Firms Superiority

• Follow-up: "You see, security today isn’t just about being reactive, it's about being proactive and prepared for the absolute worst. Our armed professionals are critical thinkers that are trained for situations that could turn catastrophic in seconds. We also perform detailed risk assessments to evaluate your true security needs. That's the level of expertise and protection that sets us apart. Wouldn't you want that extra level of safety for your people and assets?"

Lead the Conversation:

The potential client should be questioning their current situation. show and explain to them that their current security might not be as comprehensive as they think.