Entry & Exit - Inside the Security & Fire Industry
Entry & Exit is a podcast about building, scaling, and exiting security and fire businesses. Hosts Stephen Olmon and Collin Trimble share their journey growing Alarm Masters through acquisitions and organic growth, along with the lessons they’ve learned along the way.
From recurring revenue strategies to sales, operations, and M&A, Entry & Exit gives business owners and entrepreneurs an inside look at what it takes to succeed in the security industry. Whether you’re starting your first company, growing past the owner-operator stage, or thinking about an eventual exit, you’ll find practical insights and real stories to guide your path.
Entry & Exit - Inside the Security & Fire Industry
How Great Sales Reps Win Deals: Budget, Authority, and Urgency
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How do you improve your sales reps without turning them into product-pitch robots?
In this episode of Entry & Exit, hosts Stephen Olmon and Collin Trimble (Alarm Masters, Houston) break down the core philosophy behind consultative selling: better discovery, better questions, and better qualification. Fresh off their sales kickoff (SKO), they share the frameworks and drills they use to help reps uncover budget, reach decision-makers (authority), find the compelling event, and confidently ask for the business—without overpromising or losing integrity.
If you’re running a security, alarm, life safety, or service business, this is a practical playbook for building a sales team that closes more of the opportunities they pursue.
In This Episode, You’ll Learn:
- Discovery vs. demos: why great reps win with questions, not features
- Consultative selling: listening, probing, and guiding the process
- Budget conversations: anchor pricing and avoiding surprise objections
- The compelling event: “Why now?” and how urgency impacts deals
- Sales training that sticks: role plays, Watch–Do–Teach, and coaching
🔗 Connect
Stephen Olmon — https://x.com/stephenolmon
Collin Trimble — https://x.com/TXAlarmGuy
More Entry & Exit — https://www.entryandexit.co/
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