As we continue to hear more about the potential for a COVID-19 vaccine and therapeutics, I trust many of you are celebrating the idea of us getting back to “business as usual.”
Whether you’re a canvasser looking forward to knocking doors, or a salesperson who yearns to meet the prospect at their kitchen table, I can appreciate your desire for a small degree or normalcy. But before you throw away your virtual presentation technology, you must understand that the normalcy you crave may be very different from the new normal embraced by many of your customers. As much as you welcome the opportunity to meet your prospect in their home, you must come to terms with the fact that your wants and those of your prospects may be very different.