Company Tours: A Personal Way to Sell

Giving prospects a tour of your business facilities could catapult your sales proposal to the top of the heap and win the order

During a recent speech, a strategy I mentioned for differentiating a company's products or services elicited a collective gasp from the large audience. What secret sales weapon triggered such a response? Taking prospective customers on a tour of their company or factory.

If you want a powerful way to differentiate your offering, give your clients a chance to see with their own eyes what your company makes and how you run your business. Show them the right things in the right way—and then you can show them where to sign your contract. Happy selling!

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