Access Selling

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Access selling is a selling strategy as well as a technique that is used to get in front of the right person to sell to.  By the word itself, it is about opening new accounts or talking to a prospect. This sales activity is mostly applied to opening new accounts. This part of the selling process comes after the prospective customer is a qualified lead and has sales potential.  This is selling activity is aimed at people inside a company that has the authority to buy from companies.  

Initially, access selling starts at the gatekeepers. For gatekeepers, it is their job to keep people especially salespeople out of the company premises.  Therefore it would require a different approach apart from the selling process and skill as well. Gatekeepers can also be the secretary or assistant of a decision-maker or influencers. Once a salesperson gets past the gatekeepers, the next step is to get in front of the decision-makers and influencers. 

Access selling approach to gatekeepers can start with name dropping which you can secure through a referral or prior research about the company. It is followed by stating your business simply and clearly and present credible credentials.  More importantly, ask the right person who can decide on buying your product.  Don't present your sales pitch to the gatekeeper.

If the gatekeeper starts to do its job of driving you away or ask you to leave behind your product brochure or samples.  Ask the gatekeeper to call it in and give you a chance to talk to someone who can get you in.  If that doesn't work it is important to get the decision-maker or influencer's name and contact number so you can set your appointment in the future.

Access selling also involves setting appoints with the influencer or decision-maker. Setting an appointment by phone is a technique to get in front of the decision-maker.  You can also write a sales pitch letter either by hard copy or email if you were able to get the address. More importantly, access selling, to be successful, requires determination and persistence especially if the prospective client or company has huge sales potential.


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