b'THE SITE VISIT OR WALKTHROUGH In the event of a site visit or walkthrough set in advanced, think through the following. 1.Do you need someone to attend?Do you need a technician, sales leader, operations or others to join you?If so, please coordinate with the team members in advance to make sure youre well prepared.If you invite a technician, please coordinate with your operations manager first!Do NOT go directly to the technician for booking!2.Have you properly prepared before you walk into the building?Do you have a site survey?Do you have questions to ask?Have you researched the building on Google Earth? a. see playbook for site survey Set TheBuildUpfrontSite Visit Plan Next Stage Rapport Contract StepsSet the Stage:Greet the DM and thank him/her for taking the time to meet with you.Before sitting down, ask for any and all outstanding items you were expecting for the meeting. 3.Were you expecting all decision makers to be present? 4.Were you expecting blueprints, drawings, current agreement, other quotes, etc.?The information will help you accurately qualify the prospect and give you a clearer understanding of needs/pain, budget, decision-making process, and obstacles or opportunities.Build Rapport/Business Background: The goal is to continue rapport building, so the Decision Maker continues to build trust.Ask more questions and make conversation -How are things?How have you been? -Talk about something relevant in the moment -Talk about other projects youve been working on or businesses youre calling on -See Playbook for additional Building of Rapport43'