What is it?
Pre-Approach is an important phase in the sales procedure that means gathering and analysing all important information about the prospect before appealing to a person in the selling process. The salesperson should try to find as much available information about the view and a person's needs as possible before communicating with the potential client. If the pre-approach process is not well-organised and corrected, the sales manager may face some problems. Pros: -Salesperson is equipped with all possible background information. This is of enormous help to the salesmen to meet the customer with enthusiasm and confidence -The salesperson can know in advance the needs and requirements of the customers, before approaching him/her -Sales person's knowledge about the customer increases Cons: -Hard Sell; These kinds of people come on fast and apply great burden to get a customer to commit to a purchasing decision on the spot. -Soft Sell; These kinds of sales are the exact opposite of hard sales; little pressure is applied to the customer. This works if a company is trying to promote a customer base or build customer relationships, but can significantly reduce the number of closed sales unless a customer walks through the doors eager enough to make a purchase. -Assumptive Close; Involves steering a customer toward the sale before the customer indicates he is ready to make a purchase. This makes the customer feel they're being sold or played with this type of technique and may back out of the conversation altogether. -Good Cop-Bad Cop; Typically involves two salespeople double-teaming a customer. One person attempts to create a personal relationship and make the customer feel like he/she is on their side. The other person fakes a lack of interest in negotiating, allowing the 'good guy' to support the customer. When it is Best to be Used Pre-Approach is best to be used when a company is trying to get more clients. The salesperson needs to know a lot about their business when approaching a new client. It is important that when trying to get new clients for your company that you have enough details and information about the company so the client will feel motivated to bring their business to you. If you show no knowledge, you could be losing out on a lot of opportunities. Source: Pre-Approach Sales
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August 2020
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