APPROACHING THE PROSPECTS

It means meeting the prospects in person by the

sales persons. Approaching prospects aims to
secure favorable attention from the prospects
and create enough interest so that the prospects
most willingly will try to meet the salesman and
also securing willingness of the prospects in
favour of the prospects
CATEGORIES OF APPROACH
 Approach by traveling sales person
selling to middle man
 Approach by the retail sales person
 APPROACH BY TYREVELING SALES
PERSON SELLING TO MIDDLE MAN
 Gaining an interview
 Personal call without introduction
 Sending the business card
 Mailing for an appointment
 Personal call with introduction
 Telephonic appointment
 ESSENTIALS OF GOOD APPROACH
 Taking appointment
 Create worth environment
 Making the prospects feel relaxed
 Use of effective business card
 Impressive attire and appearance of the
salesperson
 Avoid early dismissal
 Understand customer need
 Win buyer undivided attention
 Call back
METHODS OF APPROACH

 The introductory approach

 The curiosity approach
 The product approach
 The premium approach
 The customer benefit approach
 The shock approach
 The compliment approach
 The survey approach
 The showmanship approach
APPROACHES BY THE RETAIL SALES PERSON(INDOOR)
 Attract the hesitant customer
 Welcome the customer
 Greet the customer
 Offer seat
 Opening sentence
 Willingness to serve
 Right attitude
 Avoid to many question
 Tell important selling points(usp)
 Deal with window shoppers properly
 Deal the second customer
 Selling over phone
 Additional substitute selling