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1 Approaching the Prospect Learning Objectives:  Discover the purpose of the approach.  Learn the importance of first impressions and ways to control.

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Presentation on theme: "1 Approaching the Prospect Learning Objectives:  Discover the purpose of the approach.  Learn the importance of first impressions and ways to control."— Presentation transcript:

1 1 Approaching the Prospect Learning Objectives:  Discover the purpose of the approach.  Learn the importance of first impressions and ways to control them as a means of improving your performance.  Understand how surface language affects the ability to establish rapport with a prospect.  Examine the elements of the greeting and how to control them.  Discover ways to get the attention and capture the interest of the prospect.  Explore different types of approaches and understand the best circumstances in which to use each one. CHAPTER 9

2 2  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 need discovery phase of the interview Purpose of the Approach

3 3  Weaknesses of first impressions:  Tend to be based on emotions  All behavioral traits do not show up immediately  Behavior may be deliberately controlled by either party  An earlier event may influence either person’s current behavior First Impressions

4 4  Includes all aspects of appearance: grooming, clothing, accessories, and posture  Affects first impressions even though it may actually provide limited or shallow insight into the true person  Dress the part - We all wear uniforms  Choose accessories carefully  Dress appropriately  Give attention to grooming Nonverbal Language

5 5 Men Seasonal sport coat with slacks or khakis Button-down shirt with optional tie Open collar or polo shirt Loafer style shoes with socks Women At or below knee length skirt or pants Open-collar shirt, knit shirt, or sweater Casual style dress No flip-flops Basic Dress Guidelines for Men and Women

6 6  You’re projecting an image  Want the prospect to take you seriously  Work with your physical characteristics  Some accessory tips  Jewelry should be neutral and not related to an association or belief  Should be of good quality  High quality pens  Leather attaché cases  Avoid sunglasses while talking to prospects Nonverbal Language

7 7  Salespeople suffer from “business confusion syndrome” when it comes to deciding just what is corporate casual.  Professional is the key word to remember. Look good but don’t overdo it.  Avoid dressing too casual or “youthful.” Instead, your clothes should reflect your position. Dressed to Sell

8 8  Choice of greeting  The Rule of Ten - the first 10 words should include a form of thanks  Don’t use worn-out greetings  Plan the proper greeting ahead of time and keep it simple  Failure to prepare in advance could lead to stammering or faltering speech The Proper Greeting

9 9  The handshake helps determine personality style:  Drivers - firm, may turn hand over yours  Amiables - may not make eye contact  The handshake is one of the first nonverbal signals you give and receive The Proper Greeting

10 10  Rules for an effective handshake:  Maintain eye contact for the duration of the handshake  You may wait for the prospect to initiate the handshake  Apply firm, consistent pressure on the hand. Avoid the wet-fish or bone-crusher handshakes  If your palm tends to be moist from nervousness, carry a special handkerchief with powder and pat your hand several times  The hands should meet equidistant between the prospect and the salesperson in a vertical position. The Proper Greeting

11 11 Use of the prospect’s name… The sweetest and most important sound in any language  Pay attention - get it spelled and pronounced correctly  Concentrate on a person’s memorable characteristics  Associate - any gimmick that works  Observe and visualize  Repeat the name often The Proper Greeting

12 12  Use their first name or more formal name based on:  Relative ages  Prevailing custom in the region or country where you sell  Type of product or industry  Your conclusions about their behavioral style The Proper Greeting

13 13  The purpose of small talk  Gain an advantageous, positive beginning that will break the ice and ease tension  “Warm up” a cold environment  Provides additional information  Small talk can be negative if it conflicts with prospect’s social style Small Talk or Get Down to Business

14 14 1.Self-Introduction Approach  Weakest approach by itself  Address the prospect by name (pronouncing it correctly)  State your name and company  Present your business card 2.Consumer-Benefit Approach  Give the prospect a reason to listen  Suggest a risk for failure to listen Types of Approaches

15 15 3.Curiosity Approach  You should know something about the prospect  Ask questions whose answers will reflect favorably on your product/service 4.Question Approach  Quickly establishes two-way communication  Enables you to apply the benefits of your product or service 5.Qualifying Question Approach  Seeks a commitment from a prospect  Determine if prospect is cold, lukewarm, or red-hot Types of Approaches

16 16 6.Compliment Approach  Signals your honest interest in the prospect  Make it sincere, specific, and of genuine interest 7.Referral Approach  Helps you establish leverage by borrowing the influence of someone the prospect trusts and respects 8.Education Approach  Show your knowledge of trends in their industry or market  Would work well in a virtual meeting Types of Approaches

17 17 9.Product Approach  Hand the product, or some physical representation of it to produce a positive reaction  It stirs interest  Permits a demonstration  Makes a multiple sense appeal  If bringing the actual product is not feasible, you must use other devices:  A piece of literature  A sample of the output of the machine  A small working model  A picture Types of Approaches


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