The global pandemic changed life for all of us, and we’re comfortable engaging over Zoom and other video conferencing tools. People appreciate the convenience and efficiency of video meetings, but there’s still a place for face-to-face engagements as things have re-opened around the world. As human beings, we are hardwired for connection with others. The data tells us that hybrid work is here to stay, and in-person events are seeing record attendance, because there’s nothing that replaces the quality of connection and assessment that can happen when we come together with others to learn, solve problems, and forge new paths.

Salespeople appreciate face-to-face meetings where possible, and to succeed in the future they will have to continue to adapt to what their buyers need. They’ll need to balance engaging with buyers in the way they prefer, while creating a space for in-person connection that advances deal cycles and builds trust through the investment of time and presence. When done well, salespeople can use this time to deepen connections and help their buyers answer the 5 essential questions necessary for a successful close: Do I like you, do you listen to me, do you make me feel important, do you understand me and my problems, and do I trust and believe you. If we can effectively do this–both remotely and in person, we will earn the right to move forward with our buyers and help them become life-long advocates for our solutions.