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CHAPTER 13: Purchasing Departments and t... > Do Outside Meetings Include Any Risk... - Pg. 224

224 HIGH-PROFIT SELLING Q me during that three-hour period of our warehouse tour. What matters, though, is how beneficial it was for both the customer and me. Whenever I share this story with salespeople, I remind them that circumstances may not always allow for a tour of a warehouse. If that's the case, you need to be on the lookout for an event or other opportunity where you can have an extended discussion with the buyer away from the office. Do Outside Meetings Include Any Risk for You? There is a downside to the strategy of getting the buyer out