How to Sell Vehicle Security Systems

Educating the consumer on vehicle security

Now, more than ever before, there is an opportunity to sell vehicle security systems.

Consider this fact: 96% of America’s car owners do not have a vehicle security system, even less really understand that they need this protection.

So, you can safely assume that your customer knows very little about vehicle security, convenience and comfort systems. Even when a customer says he knows what he wants, you must be a little skeptical.

If that customer is like most of the population, they don’t even know what’s available let alone what’s needed. You already know a lot more than they do. If you have a customer that comes in looking for a security system, that customer probably knows someone who’s been a victim of a theft, or recently purchased a security and/or remote start system – you can use this head start to customize a system for them.

Qualifying the consumer on vehicle security

Ask questions. It’s the most important part of your presentation. Our goal is to maintain a high retail value and make the sale. Focus on the EMOTIONAL reasons to buy a security system. Everyone can connect with the following:

How much will it cost you if your car is stolen or vandalized? Everyone underestimates the real cost - deductibles, rental car, and the loss of personal items. A simple vandalism with a window being smashed can cost over a $1,000!! Not to mention the time cost - meet/deal with body shop, insurance agent, rental car company, etc.

Consider every customer walking into your store an opportunity to sell vehicle security. Most customers coming into your store are shopping for an upgrade to their vehicle, be it a sound system, wheels and tires, or another accessory that increases the value of their vehicle – use this opportunity to offer them the additional protection of a security system – or a security system upgrade.

Most consumers, especially those with a newer vehicle, think the factory installed security system is enough. This is not true. Most OEM systems simply offer a coded key so the vehicle won’t start and will sound the horn if the doors are opened. In most cases, the OEM system does not protect against breaking windows (shock sensor), jacking up the car to steal wheels and tires (tilt sensor) or even if the truck or hatch are opened. Most insurance companies recommend a “layered” approach to protecting your vehicle. You have the solutions from VOXX.

From add-on Shock / Tilt Sensors to upgrade a factory alarm, to a basic security and keyless entry system that layers additional security to the vehicle while combining the factory keyless entry functions into a single remote control, GPS Stolen Vehicle Recovery Systems (SVR), all the way to a security with remote start system that protects and brings additional comfort features to the vehicle.

You have the products and answers with VOXX.

How to present vehicle security

You can’t present it, unless you know it. And if you don’t know it, your prospect will lose faith in your judgment real fast. The customer that knows little about security systems and knows even less about comfort and convenience features. When he knows what’s available and understands what convenience features can do for him, he buys, and he buys with enthusiasm.

Use everything available to demonstrate the product and features – like displays or in-store POP. With the rise in crime being reported across the nation, there is no shortage of information you can use to make your own in-store “security fact sheets” from local crime reports on vehicle theft, car jackings, etc. Local “real world” information is the best to promote the need for added protection.

Take advantage of Demo Systems or Employee Purchase Programs so you can learn and enjoy full security, convenience and comfort. Then, you can also use your own vehicle to demonstrate the product, and that’s the most effective selling tool.

State Insurance Discounts

You can even save your customer’s money on the comprehensive portion of their automobile insurance. Please have your customer contact their insurance agent for more information. NOTE: Not all states mandate discounts be given for anti-theft systems and discount rates differ from company to company.

How to close a vehicle security sale

If you follow these guidelines that can take care of itself. If you’ve properly qualified the customer, made your presentation and shown them the system that meets their needs.

Show your customer the Installation Department and sell that professionalism. Then you must ask for the sale! Even if you have someone that seems to show no real interest, even if you think there’s no chance, still ask for the sale!

What do you have to lose? Only the sale!

Remember this… Everybody needs an alarm system, and everybody wants a remote start system.

The need and desire is there, and now you have the answers.

Vehicle Theft Facts

Car theft remains a significant concern for vehicle owners across the United States. Reports show thieves were responsible for over $8.9 billion in losses and over 1 million stolen cars last year. And once the numbers are totaled for 2023, the rise in car thefts is expected to increase dramatically.

Vehicle theft is the nation’s number one property crime, costing an estimated $8.9 billion according to the FBI Uniform Crime Reports.

• Over one million vehicles are reported stolen every year in the U.S.

• One vehicle is stolen every 25.3 seconds

• The odds of your customer having their car stolen is 1 in 171

A recent National Insurance Crime Bureau / Gallup study shows 1 in 10 Americans have been victimized by Auto Theft

It’s not only Vehicle theft! The theft of Vehicle contents is also on the rise!

Everybody needs an alarm – over 80% of new vehicles in 2023 came equipped with a keyless entry system, but not a “vehicle security system”.