On-Site Visits
On-site visits are mandatory for any sizable commitment. Skipping them is akin to extending an offer to a candidate right after you read his or her résumé. But before you buy those tickets to visit the vendor in Timbuktu, get ready to face a new challenge—extreme sales pressure.
The sales team members need to convince you to sign the contract, and what better place to do that than on their own stomping ground? You’re their guest on their turf, and they’ll take full advantage of that. During a well-orchestrated site visit, you’ll be subjected to many well-known closing techniques, such as the Puppy Close, the Compliment Close, the Shame Close, and too many others to list.[7]
Vendors want you on-site for other reasons, too. ...
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