The Approach

 The first contact with the

prospect is the Approach
 The Approach
 Primary purpose of the
Approach is to set up a
Sales Interview (Business
Opportunity Preview)
 The Approach
 Sales Interview – To close
a Sales
 Appointment – To make a
Sales Visit
 What is a Sales
Interview
 It is the opportunity to tell
your story under
favorable conditions
Win Win Sales Interview
 Three Factors must be present
 A Class A prospect

 Time to tell your story

 Reasonable Privacy
 Class A Prospects
 Wants & needs your product or
services
 Have ability to pay
 Have the authority to decide
Time to Tell your Story
 Find out what time is best
 Maximum Time to tell your story
 Sales Story (15 mins=15mins, not

less for effectiveness)

 Q & A
 Reasonable Privacy
 “Reasonable”
 Minimum interruption.
 Good professionalism
(confidentiality)
 Positioning in public meeting place
 Approach
 NEVER GIVE INTERVIEW
INFORMATION (BOP INFO) IN THE
APPROACH
Method of Approach
1. Personal Approach
2. Telephone Approach
3. Social Approach
4. Pre-Approach Letters.
 What works for you in Personal
Approach
1. Use of total force of your personality
1. Voice
2. Appearance
3. words
2. Gain maximum information about
prospect
1. Environment
2. Body language
 EXERCISES AND
DISCUSSION

Share your experience in Approach

What work for you?

Don’t be too eager to sell.