Visiting Customers in Their Offices

By Jim Elliott

April 29,2021

Our good friend, the sales consultant Steve Grossman, (www.linkedin.com/in/stevegrossmanassociates) recently commented that the question sales leaders should be asking is not when salespeople should return to their offices, but when they will be able to visit customers in their offices.

A couple of weeks ago, I visited my first prospective client in a year.  Neither the publisher nor I had met with anyone in person since the lockdowns began.  Now that we are vaccinated, it is safer. We had a great meeting, and he really seemed to appreciate my traveling halfway across the country to visit.  We were masked and socially distanced, but it was much, much better than a Zoom call.

As options to meet safely increase, I am sure the advantage will go to the selling organizations that are among the first to visit customers in their offices.