You have selected your prospect, planned the sales call, and determined the appropriate presentation method. Now, you must determine how to begin the sales presentation. This step in the selling process is called the approach. After studying this chapter, you should be able to:
Explain the importance of using an approach and provide examples of approaches.
Illustrate why the approach should have a theme that is related to the presentation and the prospect’s important buying motives. What is an example?
Present four types of questioning techniques for use throughout the presentation and give an example of each technique.
Understand the importance of being flexible in your approach.
