Invitations

Make sure you ve invited the decision-maker and any other supporting cast, such as those that will assist in the final decision.

Have the Prospect see the Competition

You have asked the tough qualifying questions to determine your competition, but you ve also set the stage for a presentation. In fact, in some instances, to demonstrate your confidence in your company s products and services, you ve encouraged your prospect to visit other competitors. You have, however, always gained assurances that they will not make a decision until they ve seen your live demonstration, or heard the results of your findings. I believe strongly that while it is important to be in the position to come into a company early in the decision making process to precondition the thinking, or simply educate your prospect, I also believe strongly that you will want to present last.

Always assume there is competition, and demonstrate your confidence in your products and services by asking your prospect to commit to visiting your office only after they ve seen the competition. Don t misunderstand me. I don t want you to lose control of the sale you must stay in touch with your prospect so you know who they are visiting, when they are visiting them, and encourage them to give you feedback on what they liked and disliked about what they saw or didn t see.

Have the Prospect...