APPROACH OBJECTIVES
Objectives of a “statement” or
“demonstration” approach
o
o
o
To capture the attention of the prospect.
To stimulate the prospect’s interest.
To provide a transition into the sales presentation.
Objectives in opening with questions
o
o
o
To uncover the needs or problems important to the
prospect.
To determine if the prospect wishes to fulfill these needs
or solve these problems.
To have the prospect tell you about these needs or
problems, and the intention to do something about them.
TYPES OF APPROACHES
Addresses the prospect by name
o States your name and company
o Presents your business card.
o
Self Introduction
Approach
Consumer
Benefit Approach
Gives the prospect a reason for listening
o Suggests a risk for failure to listen.
o
You should know something about the prospect
o Ask questions whose answers will respond
favorably to your product/service.
o
Curiosity
Approach
Quickly establishes two-way communication.
o Enables you to investigate the prospect’s needs
and apply the benefits of your product or service
to those expressed needs.
o
Question Approach
Compliment
Approach
Referral
Approach
o
Signals your sincere interest in the prospect.
o
Helps the salesperson establish leverage by
borrowing the influence of someone the