Chapter 9
APPROACHING
THE PROSPECT
PURPOSE OF AN EFFECTIVE APPROACH
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To make a favorable or positive impression on the prospect.
To gain the prospect's undivided attention.
To develop positive interest in your proposition.
To lead smoothly into the fact-finding or need discovery phase of the
interview.
FIRST IMPRESSIONS
Four minutes is the average time that the prospects takes to decide
about you
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Not all buyers act upon their first impressions
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Weaknesses of first impressions
1. Tend to be based on emotions
2. All behavior traits do not show up in first impressions
3. Behavior may be deliberately controlled by either party during initial
contact.
4. Antecedent states may influence either party's current behavior
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There's No Second Chance To Make a Good First Impression
Organization,
Professional Habits
Visual Factors
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Some details about you are a
distraction : Car, Grooming, …
Watch your body language
Watch what you wear
Don't advertise political,
religious or group affiliations
that may evoke a response
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Be Prompt
Have a clear agenda
State the purpose of your call right
away
Be prepared with pre approach
information