Today's business environment is very protective making it difficult for salespeople to reach prospects. Cold calling and selling changed after 911. Many businesses increased security to put employees at ease. Building management did the same thing and we found more guards stationed in many buildings.

There are some buildings and premises that became unavailable to us. Although security has loosened, you know it is tougher if you make cold calls either on the telephone or in person. Our once easy walk through the front door of a business to get information has changed and security concerns may prevent us from reaching our contact. In some cases we will find a lonely telephone behind the front door and nothing else. These new security challenges won't prevent us from reaching our contacts. We must adapt and find new ways to achieve our goals.

Finding the Right "PIGEON" What we want to find is the easy target for our quest of information. If we follow the sales process, we must determine