PRE-APPROACH

THE SELLING PROCESS

pre-approach stage
The pre-approach stage is a
critical part of the selling
process, where you lay the
foundation for successful
sales interactions.
O b j e c t i v e s o f th e
p re - a p p r o a ch s t a g e
 T I N F O R M AT IO N
T H E R R E L E V A N
• G A S
T I A L C U S T O M E R
ABOUT PO T E N
t h e t a rg e t a u di e n c e
• Und e r s ta n d
n g v a l u e p r o p o si t i on
• Craft a com p e l l i
o bj e c t i v e s a n d g o a l s
• Set c l e a r
Researc h a n d
Prep a r a t i o n
 p r o a c h in g p ot e n ti a l
s e ss en t i al b e fo r e a p
es e a r ch i
• Thorough r
customers.
m at i o n t o g a t h e r :
• Types of infor
ro u n d a n d h i s t o r y
⚬ Company backg
n d c h a l le n g e s
⚬ Industry trends a c e s
p o in ts , a n d p r ef e r en
d s , p a i n
⚬ Customer nee i n f o r m a t io n f o r
s e d o n t h e c o l l ec t e d
ur a pp r oa ch b a
• Tailor yo a g e m en t .
a more effect iv e e n g
Target
A u d ie n c e
A n a l y s i s
 r s u c c e s s fu l s e l l i n g .
ud i e n c e i s c ru ci a l f o
y o u r t ar g e t a
• Understanding e n c e r s w i t h i n t he o r g a ni z at i o n .
o n -m a k e r s a n d i n f l u
• Identify dec i s i o u r a p p r o a c h .
p e r s o n a s t o g u id e y
s t o m e r p ro f i l e s o r d
• Create cu e w i t h t h e s p e c i fi c n e e d s a n
e s s a g i n g to r e s o n at
• Personalize you r m
f y o u r au d i e n c e .
motivations o
Cr a f t i n g a
V al u e p r op o s i ti o n
 n d c o m p e ll in g s ta te m e n t th a t
sit i o n is a c le a r a
• A value propo rv ic e .
b e n efi ts o f y o u r p ro d u c t o r s e
highlig h t s th e u n iq u e
t o m e r n e e d s a n d p a in p o in t s.
p os i ti o n w it h c u s
• Align your value pro e r in g s o l v es
ie s c a n il lu st r a te h o w y o u r o ff
• Examples or c as e s tu d
im p ro v e s th e ir s it u a ti o n .
their problems or
Setting
Ob j ec ti v e s
an d G o a l s
 c h s a l e s i n t e ra c ti o n .
v e s a n d g o a l s f o r e a
• Set clear o b je c ti p ro a c h .
p u r p o s e f o r y o u r a p
i d e d i r e c t i o n a n d
• Objectives prov o b j e c ti v e s :
m p l e s o f s p e c i f i c
• E xa a k e r
w i t h t h e d e c i s i o n - m
⚬ Securing a me e t i n g s
n e e d s a n d c h a l le n ge
r m a t i o n a b o u t t h e i r
a i n i n g r el e v a n t i n f o
⚬ Obt m i z e d s o l u t i o n
⚬ Pr e s e n t i n g a c u s t o
Bu i l di n g
Rapport
 f o r s u c c e s sf u l sal e s.
i n g tr u s t i s e s s e n t ia l
a p p o r t a n d e s ta b l is h e y.
• Buildin g r , a n d e m p a th y a r e k
t io n , a c tiv e li s te n i ng
c tiv e c o m m u n i c a .
• Effe n d o b j e c ti o n s w i th c a r e
c u sto m e r c o n c e r n s a
• Address p r a th e r t h a n a o n e - ti m e
n g - t e r m r e la ti o n s h i
cu s o n b u il d in g a l o
• Fo
transaction.
 v el o p i n g a P r e-
De
Approac h P l a n
 e y o u r s a l e s e f f or t s .
p p ro a c h p l a n t o g u i d
• Create a p r e -a
n e n ts o f a p l a n :
• Key compo
f o r e a c h i n t e r a c t io n
⚬ Define o b j e c t i v e s o n )
h o n e , e m a i l , i n- pe r s
n i c a t io n c h a n n e l s ( p
a pp r op ri a t e c o m m u d em o s )
⚬ Se l e c t t h e t a t i o n s , b r o c h u r e s ,
t e r i a l s (s a l e s p r e s e n
a re s u pp or t i ng m a e .
⚬ Prep p l a n t e m p l a t e o r o u t l i n
a m p le p re - a p p r o a c h
• Provide a s
Co nc l u s i o n
 r e - a p p r o a c h s t a g e i n
i m p o r ta n c e o f th e p
• Summarize th e
the sel l i n g p r o c e s s .
p e r s o n a li z a t i o n , a n d
e v a l u e o f r e s e a r c h ,
• Emphasize th n g .
relation s h i p - b u i l d i
s e s t r a t e g ie s i n th e i r
u d i e n c e t o a p p l y t h e
• Encourage the a
own s a l e s e ff o r t s.
Thanks for
listening!
How well did you do?