7 essential objectives of pre-approach are: 1. To provide additional information, 2. To select the best approach to meet the prospects, 3. To obtain information for planned presentation, 4. To avoid serious mistakes, 5. To meet the prospects with confidence and enthusiasm, 6. To save time and energy, 7. To be successful in the sales-interview.
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There are a number of sources of collecting information on pre-approach. These sources are: Self observation. Local newspapers. Fellow salesman. Prospects. Sales office. Directories.
The main objectives of pre-approach are (i) To provide additional qualifying information. (ii) To design an effective approach strategy; (iii) To better the planning information;(iv) To avoid serious errors; and (v) To build confidence.
Pre-approach is the second step in sales process. After the salesman collects the names and addresses of the prospects, the pre-approach stage commences.
Pre-approach is that phase of selling process, which is undertaken with certain objective; these objectives are: At first sight, it may appear that a person or an organization looks like a reliable prospect. However, that closer look reveals it otherwise. That is, the salesman is to learn this difference between ‘lead’ and ‘prospect’.
Of the total six stages of selling process, the final consecutive stages except the first deal with actual sales interview. Therefore, pre-approach is the first stage on the sales interview Pre-approach means getting more detailed facts about a specific individual or organization to have effective appeals to his or its mind.
One cannot undermine the importance of significance of pre-approach, as it is a stepping-stone to approach. The significance of pre-approach lies in the following points.