Video: 5 Sales Qualifying Questions That Work

SIA: 5 Sales Qualifying Questions That Work

The Security Industry Association’s (SIA’s) Integration Insights video series for security integrators returns with a look at how sales professionals for security integrators can use qualifying questions on your sales calls. Vector Firm Co-Founder and President Chris Peterson has been providing modern-day sales training for the security industry, and he joins us for the latest Integration Insights episodes to share some of his best practices for asking questions on sales calls with customers.

Here are the five things you must ask about on a sales call for a security project:

  1. Ask “Why” About the Project
  2. Ask About the Decision-Making Process
  3. Ask About the Budget (the Right Way)
  4. Ask Who Else Is Competing
  5. Ask About the Criteria

And remember, like Chris says, the order in which you ask these questions and how you ask these questions make a big difference!

Love This Content? Subscribe!

In this Integration Insights series, we share real-world business tips for security integrators, and the best way to learn about this content is to subscribe to the SIA YouTube channel and make sure to turn on notifications so you get alerted when our new video content is live.  We also welcome your input: Send an email to with your idea for a topic we should cover!