Chapter 3

Click to edit Master subtitle style Approach

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approach

an initial contact with the prospect. an act of making contact especially in a polite way to ask or offer something.

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Approach

is the time from when the salesperson first sees the buyer to the beginning of the discussion of the product.

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3 important objectives of Approach

To To To

build a good relationship with the prospect gain the persons full attention generate interest in the product the salesman is selling

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Sales calls
Telephone The The

contact

social contact business contact

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Telephone contact
Provides

a quick and inexpensive method of scheduling an interview.

Tips to improve the telephone voice:

1. 2.

Be pleasant have a voice with a smile Be expressive vary your tone of voice to add color and vitality to what you are saying. Talk neither too fast nor too slow. Be distinct speak clearly and distinctively
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3.

 http

://www.youtube.com/watch?v=0PhmYXRIAow
http://www.youtube.com/watch?v=wXzmwRqJk90

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When Using the phone

Speak Give

clearly speak too fast nor too slow the other persons understanding

essential information

Dont Check

You can say:

Id like to speak to Mr. Messi if hes available, please. Could I speak to Mr. Tshabalala if possible, please? 7/6/12

The social contact

First impressions lasts

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The First Impression You Make Is Critical to Success

Your

first impression is projected by:

Appearance only have one chance to make a favorable first impression

Attitude
You

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Developing conversation
3 areas of conversation that should be considered in developing a social contact: Comments on here and now conversation Compliments Search for mutual acquaintances or interests

1. 2. 3.

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The business contact

Converting

the prospects attention from the social contact to the business proposal

** Buyers must like what they see and hear and must be made to feel that it will be useful to hear more.

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Seat work
1.

Why is it important to give a good impression on the first meeting? Share your experience about meeting somebody for the first time and how did it go? Was the outcome positive or negative?

1.

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Types of approach
1.

Introductory Approach needed when meeting a prospect for the first time; the most common and least powerful because it does little to capture the attention and interest of the prospect. Complimentary Approach effective in the beginning of the interview. Referral Approach indicates that another person will be more impressed with the salesmans good points if these are presented by a third party rather than by him.
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2.

3.

6. Showmanship Approach doing something unusual to catch attention and interest. 7. Customer Benefit Approach - point out to the prospect one benefit of purchasing the salesmans product. ** advance preparation is the key to achieving success with this approach 8. Curiosity Approach asking a question or make the prospect curious about the product or service. 9. Opinion Approach showing value of the prospects opinion/idea and not challenging his (prospects) expertise . - may reveal the salesmans unexplored
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10. Shock Approach uses a questions to make the prospect seriously think about a subject related to the salesmans product without pressuring the prospect to buy the salesmans product. 11. Multiple-question Approach used to make the prospect participate in the sales interview which quickly develop two-way communication. Listening to the prospect may help the salesman determine the features, advantages, and benefits to be used in the sales presentation.

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Multiple-question Approach
4 types of questions Step 1: Situation questions asking about the general situation of the prospect relating to the product the salesman is selling. Step 2: Problem questions asking about the prospects perceived problems, dissatisfaction, or difficulties. Step 3: Implication question asking about how a problem affects various related operational aspects of a home, life, or business. Step 4: Need-payoff question asking if the
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Using questions for sales success

To obtain information develop two-way communication increase prospect participation

To To

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Categories of questions used during the presentation

The The The The

direct question non-directive question rephrasing question redirect question

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The direct question

close-ended question answerable with yes or no in moving a customer toward a specific topic.

useful

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The non-directive question

open ended question (who, what, where, when, why, or why) 2-way communication

opens

Purpose:
-

to obtain unknown or additional info to draw out clues to hidden or future needs and problems to leave the situation open for free discussion
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The rephrasing question

used to clarify meaning and determine the prospects needs.

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The redirect question

used to redirect the prospect to selling points that he (prospect) and the salesman has agreed on.

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3 rules for using Questions

use only questions with anticipated answers to pause or wait after submitting a question to allow time for the prospect to respond to listen to what the prospects say so the salesman can ask intelligent, meaningful questions to help determine the needs and existing problems to know how to solve them
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The salesperson:
Meets Greets Rapport Goes

Builds the product the marketing plan the business proposition

through the approach

Discusses Discusses Discusses Closes

asks for the order

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The Approach Leads Quickly Into the Sales Presentation

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The Golden Rule

Follow

the Golden Rule by placing the other persons interest before your self-interest will avoid:
your business relationship

This

Losing the Sale

Destroying

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vocabularies

draw out - to persuade someone to express their thoughts and feelings curious having a strong desire to know about sth - a possible effect or result of an action or a decision

Implication

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Activity
On the types of approach that have been used by salespeople:
Give

at least 1 approach that you think will be most effective for you in selling your product. are you going to do to encourage your prospect/s to buy your product using this approach?

What

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vocabularies

approach to speak to somebody about something, especially to ask them for sth or to offer to do sth initial happening at the beginning; first generate to produce or create sth limitation a limit on what sb/sth can do or how good they or it can be pleasant enjoyable, pleasing or attractive expressive showing or able to show your thoughts and feeling distinct easily or clearly heard, seen, felt, etc 7/6/12

compliment a remark that expresses praise or admiration of sb mutual used to describe feelings that two or more people have for each other equally, or actions that affect two or more people equally convert to change or make sth change from one form, purpose, system, etc. to another demonstration an act of showing or explaining how sth works or is done survey - an investigation of the opinions, behaviour, etc. of a particular group of people, which is usually done by asking them questions
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End of chapter 3
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