Do You Send Salespeople On Pre-Sales Site Visits Alone?

This was a topic of constant debate when I was an integrator, and I think it remains one today. Do you find your salespeople qualified enough to visit the customer, walk the site, and return with the right information to develop a proper, accurate proposal? Or do you find that they frequently overlook things which can require return visits at best, or disaster at worst?

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********* ** **** *********** *** ***** ***** ****** ******* ***** for * **** ** **** ** ****. * ******** ***** is * ******** ***** *** ***** ** **** ** ** back **** *********, ******, ********** *** ***** **** ** *** luxmeter *** ********* , ****** ******** *** ** **. ** that, **** ** *** ******, *** *** **** **** ** the ***** ******. * **** ****** ********* ** ** **** technical ** ******** **** *** **** ** ******* *** *** re-use ** *** ********* **** ** * ****. (******* ***** weights **% ** ******) **** * **** ***** ***** **** to **** ** ***** ***********. ********* ***** ** **** *** network ************* *** *******.

** ****** ** ******** : ** *** **** ********* * guys ** **** , *** ******** **** **** **** *** more ***** ******** ** ***** **** ** ** **** ********** on **** ***** ****** ****.

**** ** * **** *****. *** **** ********** *********** **** salesmen *** ***'* **** *********!

* ***** **** ********** *** **** ** ***** ** ******** the ***** ******** ** *** *** **** ********** ********, *** designing ** ******** ** **** **** *********!

*** ***** ***** ******** ******** ** ***** *********** ** *****, but ****** **** ***** ***** ** *** ** ****** **** work.

** ***** ******** ** **** ********* ******* *** ******** ***** person *** ****** ***** ******** **** *** **** ** ****** one ****, ****** ******-***** *** **** ********.

** * ****** ********, * ******** ***** ******* ** **** visits. ****, * ***** ******* ** **** ******** *** ******** from **** ****** *** ***** ** *** **** ** ******* the ***. *** ******** ** ***** **** ****** ****: ** (engineer) = ***** ***** ******* / *** (***********) = ***** hands *** ***** * ***

** ****, * ***** ******* *** ****** ***** ******** ***. And ******* ** *** ******** ******* ** *** ********. ** fact, ** *** ****** ** **** ****'* **** **** ***** in **** *****.

(***: ******* ** ***** ****** ******* *******, *** **** *** ***********.)

** ****, ** *** ****** ** **** ****'* **** **** along ** **** *****...

** *** ** ************ ** ** ******* ** ********** ** every ****** ** ** ********** **** ***-***** **** ********** ** eol ***************. ***** **** ***** *** *** ***** *** *** very ******* **** *** ********* ** ********* ****** *****. *** strangely, *** **** ** ***** ************ *** **** ** ************** defects **** **** ********* *** ********* ********* ******** ****** *** to *** ******** ** ******** ********.

***** "**********" ***** ******* ** ********* ****** *********, *** ********* becomes ***********, ***** *** **** ********** ******** ******* *** ***** point ** *** ************* **** *****. ********* ****** *** ***** become ******** *** ***************** ******* **** ****** **** *** **** of *** ***-******* *** ************* ********.

********** ****** ***** ******* *** **** ** *** ********* ***** thumping ** *** ****-************ **********, ******* ****** ********* **** *** not ******** ******* **** **** ** *** **** ** *** organization *** ********** *** ** ** ********** ** *** ***** of *** ********** *** ******** ***-********'* ***.

** ** * **** *****...

(***** ** * **** ****** ** ****** *** ******* ** my *****.)

* ** **** ******, *** ************ *****'* ***** *** *** 100.

** ***** * ****** *** ** ***** ***** ***** *** humility. ;)

* **** ** ** **** *** *** **** ** '******* on **************', ***...

***** *****, *** ****** ****. ***** *****, *** ******.

** **** ********, * *** ***** ** *********. **'* **** to ******* * ****** ************ ****** *** *********** **** ** large ******. *******, ** *** **** ** *** ******** *****, so *** **** *** ********* ****** *** *** ************* ************** of *** *****.

****** * *** *** ** ***** ** **** ***** ** the *********, ****** **** *** ****. **'* *** **** *********/*****, it's *********** *** *******.

******* ****.

******** **** *** *** ***** ** **** ***** * ***** maintenance *** ***/******* ************ **** ******* ********* & **** (** large ********) ********* *** ***, **** * **** **** *** won't ** ****** ;-)

** ** ******** *** **** ** *** ***** ****** ****** pull ** ** ********* ** *** ******* *** *******. ** it *** * *** ******* ** * ***** *********** **** they ***** ***** ** **** ******** *********** **** ***** **** out. * *** ** ***** ** *** ******* **** *** customer ****'* ****** **** ****** ***** *** ******* ** **** they ****** *******. ** ** ****** **** *********** ** ****'* a ******* *** ** ** **** *** ******** *** *** to *** **** ** ****** *******.

*** **** ** *** ****** ********* **** * *** ********* designed ***** ****** *** ********* ** **** ******** ** * wouldn't **** **** *** ***** ****** **** ** * ***** just ** *** *** ** *** **** *****, ******** *** job *** **** *** ******** ** *** ***** ******. **** of *** ***** ****** **** ****** **** **** ** **** to * ***** ******* ** **** ** ** ** ******. Of ****** ***** **** **** *** **** ****'* **** *** they **** *** ********.

*** *** *** ** ****** *** ** "*************" **** **** both *****?

** ** ***-****, ** *********** *** **** *** **** ***** of ******** *** **** ** *** ********** ** ********* *******. From ******** ***** ******* ** ********* ************ ***** ******* / engineers **** **** ******* ** ********** *** ********* *** ***** questions.

* ***** **** * ***-*****, ********* ***********, * ***** **** rather ****** ** **** * **** ****** **** ** ** honest "**, ** **** ** ****" **** *** ** ********* BS ***** *** ** *** *** ******** **** ** ***** our **** ** *** **** *** ** **** ********* *** under ***********.

"* ***** **** ****** ****** ** **** * **** ****** tell ** ** ****** "**, ** **** ** ****" **** try ** ********* ** ***** ***"

*** **** *********** ***** ****** ** ** *** ** **** as *** *** ** *** ** **** *** ***** *** deal...

"* ***** **** ****** ****** ** **** * **** ****** tell ** ** ****** "**, ** **** ** ****" **** try ** ********* ** ***** *** ** *** *** ******** only ** ***** *** **** ** *** **** *** ** over ********* ******** **********."

** **** ***** *********, **** **** **** ****** *** *******. A ******** ******* **** * *** ******* **** ***'* ***** they *** ****** *** ***** **** ** ******* **!

** *** ******** ********** *******, ***** ******* **** ** ** more **-**-**** ** *********** ***** ***** ** *********. ** **** cases, ***** **** ***** *** ** "*** ******" ***** ****** of ******* * **** *** ****. ** *** **** ***** go ** *** **** *** **** *** * ******* ******* because **** ***** **** ***** **** *****... *** **** *********** knowledge ******.

** *** ******* ** *** ******** *** ******** *** *** selling **. ** ** ** * ****** *** *******, *** kind ** ******* **** **** ** ********. **** ********* *** looking *** **** ‘***** ** *** ***’ ******** ** ******* the *****. *** ******* *** ********, *** ******* **** ***. I **** ******** ****** * ****** *******, *** ** ******** already ****** *** **** ******* **** *** ******* *******. “* want *.* ** ******* ** *** ******** ***..” ********** *** kinds ** ***** ****** **** ** ******* ***… ** ****** the ******* *** **’* ******* ** **** ** *** *** camera ******** / ***** ** ***** *** *** *******. ** concern *** ****** ** ****** ** ******** ** ***** ****. I’m ****** ** ******* *** ****** *** **** ** **** to *** *** **** *** *** **********. ** *** ********* recorders ****** *** **** *** ******. **** *’** ***** * larger ******** *** **** **** ***** * **** ***** *********** firm ********** ***** ********.

**** *** **** *** *** ******* ***** *************. * **** worked **** **** ** ***** *****, **** ***** ** ***** completely ******** ** *** ********** ******* *** *** ********* ** finding *** *** *************. **** *** ****** ******* *************…********** *************. Typically **** *** ****** *-***** ********** *** **** *** **** non-technical.

**********, *** **** ***** * ********* ***** ** *** *********** are *** ********** ****. * **** * ***-** ** *** labor *****.

*** ** ********* **** * *********** **** * ****:

***** *** **** ********* ** * ******, *** *** ********* what *** **** **, ** *** *** **** "****-***-****" ** some ****, ******* *** *** **** *****, *** **** **** looking *** * **** ****...

****** **** *** ******?

*** ***** *** ** '****** ****' ******** **** (**** ****, real **** *****) *** ******* ** *** ** * ***** hi-fi/projection ************* ****** ** *** '*********' ****. * *** ****** team **** *** *** ***, * ********* *** */* **********. Hoss **** "*'** ****** ** * ***** ** **** ***-**-*** systems *** **** *** ****. ** **** ** **** ****, no ****** ****, **** ****** *** *** ** ** ********!" They ****** ** **** ***** *** *** */* *** ****** in *** **** ** * *** *****, "**** ******'* **** with **."