Preapproach
The planning and preparation done prior to the actual contact with the
prospect
Allows you to be less mechanical and more thoughtful
o Allows you to anticipate problems and plan ways to handle
them
o
o
STEPS IN
THE
PREAPPROACH
o
o
o
o
EXTENT OF
THE
PREAPPROACH
o
Analyze prospecting
information.
Plan specifically for
each sales call.
Go over your
presentation.
Study product and
sales literature.
There is some overlap between
prospecting, preapproach and approach
The amount of preapproach will vary
with
industry
client
number of accounts
familiarity
etc.
Preparation &
Preapproach
Develop
a checklist of
sales essentials
(exhibit 8.1)
Questions about the
prospect's company
o
o
What business is the prospect's
company in?
What are its products and markets?