Level 1
PAC Sales Essential
4 Hours | PAC Sales Essentials is a four-hour, instructor-led course designed specifically for integrator sales professionals who want to become more confident in identifying, developing, and growing access-control opportunities.
THE FOUR-STEP APPROACH
IDENTIFY GRAB
Growth · Risk · Age · Burden
Recognize four common signals that may indicate an access control opportunity.
DISCOVER PAC 10
Environment · Experience · Future
Use ten core discovery questions to understand the customer’s current environment, experience, and future needs.
POSITION FBQ
Feature · Benefit · Question
Connect PAC capabilities to meaningful customer outcomes and ask questions to determine what matters most.
GROW Door → Building → Campus
Think beyond the immediate opportunity
Understand the immediate opportunity while considering the customer’s complete environment and future roadmap.
WHAT YOU’LL LEARN
- Understand the fundamentals of electronic access control from a sales perspective
- Recognize opportunities using GRAB
- Conduct better discovery using the PAC 10
- Go beyond the customer’s initial request
- Connect PAC capabilities to customer outcomes using FBQ
- Recognize opportunities beyond the immediate door
- Approach site walks with a sales-discovery mindset
- Know when to involve PAC technical resources
- Turn discovery into a meaningful next step
WHO SHOULD ATTEND
Integrator sales representatives, account managers, business development professionals, sales managers, distributor sales professionals, and professionals responsible for identifying or developing access-control opportunities.
PREREQUISITES
No prerequisites required