Let s briefly review the seven steps you must take prior to inviting the prospect into the office.

1. Make sure the decision-maker and any supporting cast is coming. The worst thing that could happen to you would be at the end of the presentation, you hear something like this: Well let me pass this by Mr. Big. Don t let that happen to you.

2. Insure that they ve seen the competition, (all the competition), and that you are the last. Prior to their visit to your company, you ve continually checked with them to see what they liked and disliked about the competition.

3. Insure that they ve called your references. These were not just any reference, but the kind of references that they had requested.

4. You ve completed a trial close. The timing of this was crucial, as you did it when they were upbeat, excited about you, your company, and optimistic about working together. When you did it, it seemed like a natural outgrowth of the existing conversation.

5. You ve ensured that the demo and conference room is available and booked, and everyone that will be involved in the visit has been briefed as to who s coming, why, and what their role in the sale will be.

6. You ve prepared an agenda and passed it out to those involved. You felt comfortable with the last item on the agenda completion of paperwork, because you ve set the stage for a close that day.

7. You ve prepared your seven visuals either as overheads, PowerPoint slides, or...