3 Tips for “Gaining Access” to Prospects & Customers in the New Normal

The post-pandemic world, also known as the “new normal,” is providing lazy salespeople with more excuses for not achieving their goals and objectives. Since the start of the new year, I have conducted dozens of interviews and focus groups with sales professionals as part of my work building our Strategic Business Selling curriculum. An overwhelming number of the salespeople I have talked with report that “gaining access” to prospects and existing customers has never been more difficult.

“Because of COVID, nobody wants to see me. Everyone has been either locked down, working at home, or working in a facility that won’t accept visitors.”

If you are somebody who feels this way and has stated the above, I have some very bad news for you. The reason they don’t want to see you, and are probably conducting virtual meetings with your competitors, is because you are not offering them a valuable business reason for doing so. Why would anyone in this busy world waste their time on your products if they perceive no value or benefit?

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