with comprehensive automation tools,
including indexing and classification;
location tracking; records delivery request
automation with Iron Mountain system
integration; robust discovery, search,
query and filtering tools; retention management, legal holds and archiving; and
Angie Singer Keating, vice president of
corporate security and compliance for
Reclamere Inc., Tyron, Pa., has been appointed chair of the Certification Rules
Committee of the National Association
for Information Destruction (NAID),
based in Phoenix.
NAID Executive Director Robert
Johnson says, “Angie has been one of the
leading proponents of proper electronic
data destruction for as long as she has
been in the industry. It is only fitting that
the person responsible for ushering NAID
certification standards into the electronic
era is now taking on the task of heading
up the committee.”
Reclamere was awarded NAID Certification for plant-based computer hard
drive destruction in December of 2006.
More information on the company is
available at www.reclamere.com.
Omaha Information Services Co.,
Omaha, Neb., has changed its name to
Continuum Worldwide, which company President Jeff Schreiner says better
describes the breadth and depth of its
services and as well as its global scope.
“The word ‘continuum’ means continuous or ongoing, which describes
our view of risk management and the
holistic approach we take to solving
clients’ information security challenges,”
Schreiner says. “Continuum represents an
infinite number of solutions for helping
clients manage information. Every client
presents unique challenges, and we create
custom-tailored options for minimizing
Continuum’s consultants have worked
with firms worldwide, conducting on-site
BY RAY BARRY
>> SALES MINUTE
Securing the Commitment
Sales professionals know that there are no “tricks” to closing the
sale. In the consultative selling model, the sales professional is
moving closer to the sale through each step of the sales process. In
this selling strategy, there is no manipulating the client with “
closing schemes” to get the account. Consultative sales professionals
are true business partners who follow a sales process with detailed
steps through which the client basically talks himself into buying a
product or service as opposed to being sold something he does not
think he needs. The true sales professional engages the client in
a discussion about the client’s needs, not about the salesperson’s
product or service.
Jeffrey Gitomer, author of Little Red Book of Selling, says it best:
“Telling is Selling, Asking is Buying.” He also says, “People do not like
to be sold, but they love to buy.” (If you haven’t read any of his books,
please go and buy this one today!)
The only way for the client to agree to buy as opposed to being
sold is to ask the right questions, which get you to talk less and to listen more. God gave us two ears and one mouth for a reason. With the
right “needs analysis,” you can secure the commitment sometimes
before you even make a proposal. And, no, it is not the lowest price
that wins; it is the salesperson who sells the value best who wins! As
salespeople, it is our job to “remove the risk” to our clients.
Where a sale can stall is when you give a client a customized document destruction proposal, but do not receive an immediate, “Yes,” in
return. What do you do next to keep the momentum moving forward?
The reason that it is hard for most salespeople to secure commitments at this point is because most do not ask for them!
Here are some questions you can ask your prospects to secure the
commitment and convert them into clients:
• Do you have enough information to make a decision or would you
prefer to tour our facility or have us perform an on-site demo?
• What would you like the next step to be?
• If you don’t have any questions, should I go ahead and get you a
• You seem very positive about our proposal, why don’t we take the
next step and schedule the delivery of your secure bins/cabinets?
• Do you have any questions or are you ready to take the next step?
As security consultants, our job is to reduce a company’s risk to
the implications of improper disposal of sensitive information. As
sales professionals, our job is to “remove the risk” of becoming a client. Do not be afraid to ask your prospects to take the next step.
Ray Barry is the president of Total Training Services, which operates Shred
School in Spartanburg, S.C. He has helped and trained more than 100
companies in the document destruction industry to grow their businesses.
Ray can be contacted at email@example.com.