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THE APPROACH

The objective of approach is to gain prospect’s attention, to inspire prospectsinterest in learning more about the product and provide a smooth path into sales presentation. An effective approach not only set the path for sales presentation but alsofor potential closing.An approach can be defined as a salesperson initial contact with the customer. Acorrect approach is critical to a salesperson and it involves making a positive presentation.The approach has three important objectives. There is:

(i) To build rapport with the prospect

The prospect needs to know the salesperson and the product that are beingoffered. For example, Erin sold sandwiches to her dorm-mates and themember around her place.

(ii) To capture the prospect’s full attention

It is important for a salesperson to get the prospect full attention or else theability to convince and persuade the prospect into buying the product will not be successful. For example, Shera as a salesperson persuade her prospect to buy sandwiches with show how delicious the sandwich is.

(iii) To generate interest in selling the product

Selling or making the prospect to buy is definitely not an easy talk amongsalespeople, and getting enough skills and knowledge about the product andhow it will satisfy the needs and wants of prospect will create a greater challenge to a salesperson career. For example, Fatah have knowledge aboutthe product. So, she confidently knows how to handle any of objections fromthe prospect. Hence, it is a challenge to her to continue making great sale.

Methods of Gaining Entry

There are three basic ways for gaining initial interview with the potential customer byletter, telephone and cold call.

Telephone

The telephone call is used for two reasons:

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To make appointment with the new prospect and present customers. Here, Sarahused that method and deal about the place and time to meet her prospect, which atin front of the College Unikop mosque and starting at 7am.

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To dispose some routine contacts that does not require a face to face meeting. For example, here Erin just calls her prospects, which show the interest to buy the products but not need a suitable time to meet.By using telephone have the disadvantages which the prospect not have the enough timeto listen our information about the product and sometimes the prospect reject our call.Maybe the prospects have classes to attend, busy or have something to do. But, it isefficient to old customer which they have a knowledge about our product. With that, we just call to taking a reserve.Telephone track or telephone approach consists six step. There are:

i.Pre call planning and organizations

Here, we find the information about the prospect to easy make an order or reservation. Such as the name, course, phone number, and address.

ii.Identifying ourselves and organization

Of course, when we are calling the customer, we introduce ourselves and our company first.

iii.The lead in statement

Materials which we can use in opening line include a third party reference. We getthe information of others by her friend or regular customer.

iv.Interest capturing statement

We use a short statement to stir up prospect interest such as “our sandwich ishighest demand!”

v.Stating purpose and asking for appointment

We secure an appointment with the prospect to give information and show our product to them.

vi.Handling any objections

Here, we have an objection about the quantity of the product. Prospect demandour product but its limited and sell well. So, we tell them that our product is madefreshly in the morning so we do not have a lot of time.

Cold call

It is method of entry whereby we meet the prospect face to face. Even this method isgood, but the prospect may not want to see us because their have no time to see us.Example is happen to Shera, in situation where she go to the prospect’s hostel to promoteour snack & candy, the prospect is in rushing to going to the class.

Method of Gaining Attention(a) Personal Equation

The first impression is important. According that, we must take the most of their individuality or personal presence. It consists of:

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Dress and Grooming

We are absolutely dress and groom well. For example, Fatah, Sarah, Erin andShera wearing a smart UBC T-shirt and apron for trait interest and gain trust of them.

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Posture

We are sitting confidently while waiting prospect pass us. It is involve the way wesit, stand, move to command respect from others and self respect from within.

•

Facial expression

It is important to make a sincere smile as a habit. We have to make sure its comesfrom within, not fake. The sincere smile will automatically create believabilityand confidence among the prospect. For example, Erin smiles during the sales presentation for build interest of prospect.

•

Air confidence

We must have all the knowledge and skills to enable us present ourselves with anair of confidence to the prospect. Example is we prepared before meet the prospect to increase the confidence.

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Attitude

We are proud as a professional salesperson. We never low self –esteem even thereis some competition.

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Eye contact

Eye consist everything. As a salesperson, we are looking forward and talk to prospect with eye of respect. Well, from the eye contact, are hanging on everyword.

(b) Adhere to sound Approach Principles

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Use buyer’s name

We use the prospect name when talk with them and it is a token of respect and acompliment to the person’s individuality.

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Do not settle to half hearing

When there are too many distraction and interruption during the approach, we tryto retreat and bid for another appointment rather than continue but not getting the prospect attention.

•

Plan the opening attention

Here, we use a simple opening line and we have various opening for differentsituations. It is depends to the prospect. Example is Sarah just use short line because her prospect is already interest with the product.

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Apply yardstick

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The Aproach - selling MKT310

An approach can be defined as a salesperson initial contact with the customer. A correct approach is critical to a salesperson and it involves making a positive presentation.

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