First of all, you have to convince your prospect of the importance of making an office visit for a tour, presentation, and demo. Here s how you do that.

From the beginning, sell as if it is a partnership arrangement. You are not a slave to your customer, wherein every time they ask you to do something for them you simply say ok.

Whenever they ask you to do something during the sales process, you should, of course, agree especially if it will make their decision easier but in turn, ask them to do something for you. One of those things might be to get their agreement to visit your office so they can meet with the service personnel or see a live demonstration. Obviously, here I am directing my comments mostly to those of you that market telecommunications equipment or sell local services. But the equivalent of this for those of you selling long distance services or other telecommunications services is a personal visit by you to your prospect s office.

Now is a good time to put the book down and take a moment to consider whether a prospect s visit your office, where you can close the sale in the office is practical and/or appropriate for your particular telecommunications products and services. If the answer is yes, then start getting excited about a wonderful, extremely natural closing process. If the answer is no, you can still adopt the process outlined in this chapter,...