FREE online courses on Selling Step by Step - The Approach - Keys to a successful approach

An approach can be described as successful only if it attains the twin objectives of convincing the prospect about the product, making him/her ready to accept the presentation and finally making a sale.

 

For making an approach successful, here are some key guidelines:

• Meet the prospect with a prior appointment rather than paying him/her a surprise visit.

 

• When an appointment is fixed, maintain the punctuality.

 

• Avoid odd hours or busy hours.

 

• Do not approach the prospects at the end of the month, as most people are tight on funds, or have exhausted their salaries during this time.

 

• Keep good business attire and a good dress sense, since this certainly appeals any person including the prospect.

 

• Remember to keep the product in forefront rather than your personality.

 

• Make the prospect feel relaxed and important, give him/her time to take a decision regarding purchase.

 

• Respect the views of the prospect and be open-minded to criticism of the product from the prospect.

 

• Never apologize for taking up the time of the prospect, as this makes the prospect feel subconsciously that his/her time is being wasted and that the sales presentation is going to end in frustration for him/her.

 

• You should give an effective presentation using sales figures, showing the prospect the videos or pictures of the product, giving a free sample of the product and a live demonstration of the product if possible, etc. to draw attention to the product or else the prospect shall busy himself/herself in other jobs while you are making the presentation.

 

• Lastly, you should efficiently follow-up and renew your prospect's interest about the product after a reasonable interval of time.