perimeter security scenario questions

John N. Motlagh, MBA

Probing sales questions and scenarios



This document is intended to support your sales team with end user contact. Definitions

Probing question – The probing question is an example of a leading question a person would ask an end user.

Most applicable vertical – The vertical industry represented is the most likely to be the victim of a threat.

WIFM – What’s in it for me? This is an example of what the end user might be thinking.



Aerospace & Defense Education Health care PharmaceuticalAgriculture Energy & Utilities Industrial manufacturing Security integratorChemical manufacturing and storage Financial services Leisure TelecomConstruction Food Metals and mining Transportation



Probing question Most applicable verticals WIFM Objections to discussion Overcoming objections Sales opportunityWhat are crime rates in the area of your business for the previous 3 years?

Construction – Theft, vandalism

Industrial manufacturing -- unauthorized intruders, theft

Leisure – guest protection

Risk awareness,

more familiar with the area

Confidential information Nothing has happened

here Don’t want to get

information Don’t want to spend the

money on research No one qualified to

Offer to sign NDA Be ready with stats Single event average

settlement 1.5m, judgment 3m

Offer to get it for them Under $100.00 for Cap

Risk report



Probing question Most applicable verticals WIFM Objections to discussion Overcoming objections Sales opportunityresearch Offer consultancy

Has your business suffered the loss/theft of significant equipment or property within three years?

Agriculture – chemical theft

Construction – heavy equipment theft

Transportation – container theft

Protect equipment

Protect proprietary information

Protect people

Everybody suffers losses….

Do not know Do not capture data None of your business No

What are you doing to protect yourselves?

Here are some things to reduce risk

Let us bring in consultants to assess exposure



Probing question Most applicable verticals WIFM Objections to discussion Overcoming objections Sales opportunity It only takes single

event Not perceived as loss,

theft of time, office supplies

Have any of your employees been threatened by another

All SecureBarrier – To

keep out threats

Protect equipment

Protect

Privacy, including sexual harassment

Might get sued

Offer to sign NDA Offer to talk in talk in

generality



Probing question Most applicable verticals WIFM Objections to discussion Overcoming objections Sales opportunityemployee, customer, vendor, visitor in the last three years?

SecureAccess – to control access to visitors and former employees

SecureView – to provide a visual record of access

proprietary information

Protect people Reduce

workplace violence

Reduce liability

Liability associated with privacy issue

Relate personal experience

Are you aware of, or Aerospace & Defense – Increased Head in the sand Be aware of incidents



Probing question Most applicable verticals WIFM Objections to discussion Overcoming objections Sales opportunityhave there been any terrorist threats within 500 miles of your business location?

national security Agriculture – protect

chemical Chemical

manufacturing and storage – protect chemicals

Energy & Utilities –

awareness of environment

Identification of vulnerability

Reduce FUD and provide for rational security decision

mentality Maintain OpSec, Don’t want to alarm

management Insurance could go up Don’t want to draw

attention Not aware

Have broad definition of terrorist threat or groups

Be information resource for customer

Do not alarm, responsibility to inform with actionable items,



Probing question Most applicable verticals WIFM Objections to discussion Overcoming objections Sales opportunityinfrastructure protection

Telecom Utilities – infrastructure protection

Transportation – national security, container protection

making or You might need to

alarm to get action done



Probing question Most applicable verticals WIFM Objections to discussion Overcoming objections Sales opportunityAre you aware of a kidnapping or abduction attempt within the last 3 years within 50 miles?

Aerospace & Defense Financial services Pharmaceutical Telecom

Executive location via SecureAccess and SecureView

Customer is aware of risk to personnel

Reduce liability Financial harm

through negative publicity

Marketplace reaction It is uncomfortable to

discuss Head in the sand Can’t happen here Can’t discuss OpSec

Market would respond favorably to planned response if event occurred

Market responds favorably if there is a plan

Get your head out of the sand, it happens



Probing question Most applicable verticals WIFM Objections to discussion Overcoming objections Sales opportunityDoes your company process, store, transport, sell hazardous materials or animal products?

Agriculture – fertilizer storage

Chemical manufacturing and storage

Energy & Utilities – nuclear industry

Industrial

Left blank Proprietary information Want to stay “under the

radar” Publicity = risk

Sign NDA or confidentially agreement

Develop personal relationship

Understand vertical market

Provide market intel



Probing question Most applicable verticals WIFM Objections to discussion Overcoming objections Sales opportunitymanufacturing – chemicals and solvents

Metals and mining – Explosives protection

Pharmaceutical Transportation

regarding security

Does your company store, Process,

Financial services Left blank Proprietary information Want to stay “under the

Sign NDA or confidentially



Probing question Most applicable verticals WIFM Objections to discussion Overcoming objections Sales opportunitytransport, precious metals or gems or large amounts of currency?

radar” Publicity = risk

agreement Develop personal

relationship Understand vertical

market Provide market intel

regarding securityAre your corporate Aerospace & Defense Left blank OpSec prevents NDA



Probing question Most applicable verticals WIFM Objections to discussion Overcoming objections Sales opportunityexecutives “high profile” and recognized by the public?

Financial services Pharmaceutical Telecom

Executive location via SecureAccess and SecureView

discussion Nothing has ever

happened Perceived low

probability of occurrence

Be prepared with statistics

High criticality Do you know what

would happen if event occurred?

Does your company All Increased Might have been the Sign NDA



Probing question Most applicable verticals WIFM Objections to discussion Overcoming objections Sales opportunityutilize proprietary or patented processes (trade secret) or materials in its business?

SecureBarrier to protect perimeterSecureAccess to track access to protected areasSecureView to provide visual record

awareness of industrial espionage

Raise awareness of the value business processes or

victim of industrial espionage

Not aware of the value of the trade secrets

Don’t want to expose process

None of your business

You are not alone, be prepared with stats

Help customer quantify the value of the process, what if competitor got secret formula

Talk in generalities,



Probing question Most applicable verticals WIFM Objections to discussion Overcoming objections Sales opportunityintangibles demonstrate best

practices in perimeter security

Are you aware of any legislation, govt regulation or industry standard that affects access control?

Aerospace defense -- DoD

Energy – NRC Financial services --

FDIC

Full compliance with regs

Reduced risk Avoid penalties Customer good

If they are not compliant

No budget to fix No expertise to address

problems

Be aware of the consequences to the customer

Demonstrate wide array of solutions



Probing question Most applicable verticals WIFM Objections to discussion Overcoming objections Sales opportunity Pharma -- DEA will Accepted the risk Offer consultancy

Demonstrate extreme consequences of accepting the risk

Are you aware of any legislation, govt regulation or industry standard that affects




Reduced risk Avoid penalties




Demonstrate wide array



Probing question Most applicable verticals WIFM Objections to discussion Overcoming objections Sales opportunityCCTV? FDIC

Pharma -- DEA Customer good

willproblems

Accepted the riskof solutions

Offer consultancy Demonstrate extreme

consequences of accepting the risk

Are you aware of any legislation, govt regulation or industry


Energy – NRC


Reduced risk


No budget to fix




Probing question Most applicable verticals WIFM Objections to discussion Overcoming objections Sales opportunitystandard that affects intrusion detection?

Financial services -- FDIC

Pharma -- DEA

Avoid penalties Customer good

will

No expertise to address problems

Accepted the risk

Demonstrate wide array of solutions

Offer consultancy Demonstrate extreme


Are you aware of any legislation, govt




Be aware of the consequences to the



Probing question Most applicable verticals WIFM Objections to discussion Overcoming objections Sales opportunityregulation or industry standard that affects perimeter lighting?


FDIC Pharma -- DEA

Reduced risk Avoid penalties Customer good

will


problems Accepted the risk

customer Demonstrate wide array

of solutions Offer consultancy Demonstrate extreme


Are you aware of the Chemical Enhanced It belongs to “Security” Who is “Security” guy?



Probing question Most applicable verticals WIFM Objections to discussion Overcoming objections Sales opportunitydeterrence value of lighting?

manufacturing and storage – Processing and storage lighting

Construction – Lighting for safety

Education—campus lighting

Industrial

aesthetics budget It belongs to “Facilities”

budget Perception of high cost Not aware Don’t care

Who is “Facilities” guy? Allow me to put quote

together Demonstrate

deterrence value Discuss aesthetics, Make them care, by

showing perimeter with



Probing question Most applicable verticals WIFM Objections to discussion Overcoming objections Sales opportunitymanufacturing – processing and storage

Telecom – deterrence at remote sites

Transportation - safety and deterrence

and perimeter without

Can your business account for the

Aerospace & Defense – safety and compliance

Awareness of employee

Don’t want to admit they don’t have a clue

Explain how it is relevant, improve



Probing question Most applicable verticals WIFM Objections to discussion Overcoming objections Sales opportunitywhereabouts of all the employees at any given time?

Chemical manufacturing and storage – safety in case of accident, property and loss prevention

Energy & Utilities – safety in case of accident

location Disaster

recover Awareness of

traffic pattern Enhanced

emergency response

Proprietary information Privacy Union issues

competitive nature Identify current and

potential loss events May be losing assets,

not even know it Time theft NDA Commiserate, review



Probing question Most applicable verticals WIFM Objections to discussion Overcoming objections Sales opportunity Industrial

manufacturing – safety in case of accident

Pharmaceutical –security and protection of property, loss prevention

Transportation

Audit trail of employee movements

union contract



Probing question Most applicable verticals WIFM Objections to discussion Overcoming objections Sales opportunity

Safety and accountability of employees

What are your perceived areas of vulnerabilities for your business?

Aerospace & Defense – terrorist and industrial espionage

Agriculture – theft Chemical

Awareness of how an intruder might breach the perimeter

Providing for

Don’t want to let vendors have visibility to vulnerability

Don’t want to divulge proprietary information

NDA Explain about how

litigation may affect your business



Probing question Most applicable verticals WIFM Objections to discussion Overcoming objections Sales opportunitymanufacturing and storage – theft, industrial espionage, safety

Construction – vandalism, equipment theft

Industrial

the safety of your employees

Do you trust your employees that much?

Don’t care



Probing question Most applicable verticals WIFM Objections to discussion Overcoming objections Sales opportunitymanufacturing

Telecom – uptime Transportation –

terrorism, illegal goodsHow do you envision your firm’s security position in terms of policy, implementation

Aerospace & Defense Chemical

manufacturing and storage

Increased security posture

Better asset

Proprietary information To much to digest None of your business

Sign NDA Take it in smaller bites Offer to provide

information on how



Probing question Most applicable verticals WIFM Objections to discussion Overcoming objections Sales opportunityand enforcement? Energy & Utilities

Financial services Industrial

manufacturing Pharmaceutical Telecom Transportation

protection Increased

morale

enhanced security will contribute to business

How do you envision Aerospace & Defense Increased Proprietary information Sign NDA



Probing question Most applicable verticals WIFM Objections to discussion Overcoming objections Sales opportunity Decision support

system Command and

control Barrier security Access control Intrusion detection CCTV

Chemical manufacturing and storage

Energy & Utilities Financial services Industrial

manufacturing Pharmaceutical

security posture

Better asset protection

Increased morale

To much to digest None of your business

Take it in smaller bites Offer to provide

information on how enhanced security will contribute to business



Probing question Most applicable verticals WIFM Objections to discussion Overcoming objections Sales opportunity Video analytics Perimeter lightingas part of your firm’s security implementation?

Telecom Transportation

Are the contents of freight containers verified at the perimeter?

Transportation Control cargo theft

Control product diversion

High cost of inspection Intrusive Slows incoming traffic Inconvenient

Process can be standardized

Consider cost of not doing



Probing question Most applicable verticals WIFM Objections to discussion Overcoming objections Sales opportunity Increase safety Reduce risk of

substandard inventory introduction

Negligible slowdown compared to high return and risk mitigation

It is inconvenient, do you want to be safe or convenient. Find middle ground

Is the perimeter Agriculture Knowledge of Perceived high cost Provide quote



Probing question Most applicable verticals WIFM Objections to discussion Overcoming objections Sales opportunityalarmed? Chemical


Construction Energy & Utilities Industrial

manufacturing Telecom

secure perimeter

Reduced shrinkage

Increase safety Gives business

owner control over property

Perceived high alarm rate

Accepted risk Current system is

adequate Do not perceive

heightened risk

New systems are more stable and accurate

Demonstrate risk events through examples



Probing question Most applicable verticals WIFM Objections to discussion Overcoming objections Sales opportunityDoes your firm have the capability to conduct remote alarm assessment for the perimeter?

Agriculture Chemical


Construction Energy & Utilities Industrial

manufacturing

Cost effective alarm assessment

Continuous and remote surveillance.

View multiple properties from

Do not want to reveal operational security

Don’t need it That sounds expensive What do I need that

for?

Speak in generalities NDA Improve operational

efficiency Send appropriate

response Compliance issues Control false alarm cost



Probing question Most applicable verticals WIFM Objections to discussion Overcoming objections Sales opportunity Telecom single location If there is no one to

assess the alarm why bother having an alarm

Has your business been subjected to vandalism?

Construction Left blank It is expensive It is embarrassing Makes you feel

vulnerable Affects employee

Commiserate Be prepared with crime

stats Show that you are not

alone



Probing question Most applicable verticals WIFM Objections to discussion Overcoming objections Sales opportunitymorale

Affects productivityWhat event or series of events increased your awareness of perimeter security?

All Left blank Left blank Left blank

Where does Security fit in your firm’s

All Left blank Don’t want to reveal OpSec

Demonstrate typical org structure



Probing question Most applicable verticals WIFM Objections to discussion Overcoming objections Sales opportunityorganizational structure, HR, facilities, IT, standalone?

Might be embarrassed Not fully defined

Show where security can fit in to organization

What department has budget responsibility for perimeter security?


Might be embarrassed Not fully defined Don’t know it

Ask



Probing question Most applicable verticals WIFM Objections to discussion Overcoming objections Sales opportunityIs there a designated security executive, Chief Security Officer?


Might be embarrassed Not fully defined Don’t know it

Find our ahead of time

Are there areas within the perimeter that require more restrictive

Aerospace & Defense Chemical

manufacturing and

Increased awareness of critical areas

Trade secret Increases risk by

discussing

NDA Can’t help if you don’t

tell



Probing question Most applicable verticals WIFM Objections to discussion Overcoming objections Sales opportunityaccess control than other areas?

storage Energy & Utilities Financial services Industrial

manufacturing Metals and mining Pharmaceutical Telecom

Better defined vulnerabilities

Might be classified Might be proprietary

Offer to go through security training or clearance

Speak in generalities



Probing question Most applicable verticals WIFM Objections to discussion Overcoming objections Sales opportunity Transportation


perimeter security scenario questions

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