Home field advantage

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If you’re an outside sales professional, answer this: when was the last time you invited a prospect to meet with you at your office?

We generally meet with prospects at their business. We initiate the process there. Then we tour the facility. We propose at it. We sign the documents there (or don’t).

Now, I’m all for collaborative selling. I’m all for focusing on the customer. But I’m also for closing deals. And you stand a better chance if at some point you can cause your prospects to get to your office to talk business.

Give them a tour of your facility. Introduce them to behind-the-scenes personnel. And get the deal done while they’re there. Play more games on your home field and you will win more deals.