What should we understand as we prepare to approach the client for an appointment?
• The approach is the initial contact with the customer
• High-quality and professional approach adds value and allows you to differentiate yourself; gives you the opportunity to make the sales presentation
• Three importance objectives
• Build rapport with the prospect: through telephone and/or social contact
• Capture the person's full attention with your business contact: never begin your sales story if the prospect seems preoccupied and not paying attention
• Transition to the next stage of the sales process (usually the need discovery in early part of the sales process, in mult-call it may be presentation, negotiation, or closing)
• First contact may be a telephone call to schedule a meeting or conduct the sales presentation
• Face-to-face sales call starts with the social contact and is followed by the business contact
• Establish your credibility early to establish how much influence you will have avoid misspelled words or grammatical errors, arriving late, answering phone or reading e-mail while with customer, failing good eye contact, acknowledging only certain members of a buying group, failing to send promised information); credibility and influence grows when customer realizes you're competent and can add value