Lesson 1: Pre-Approach–Preparing for the Customer

Preparation


Preparation is the cornerstone to effective selling. It is the key to conducting successful negotiations and presentations. It also builds confidence, provides insights, and shows the client that you are knowledgeable and professional. 

Prepare, prepare, prepare, and prepare some more.



 



 

Summary

Preparation is the key to effective selling; it includes
    • Customer Characteristics and Motives
  • Geographic, Demographic, Psychographic, and Behavioural
  • Product and/or Service Information
    • Product knowledge is important to build positive customer relationships.
  • Research and Analysis
    • Various areas should be researched and analyzed prior to meeting with customers.  The following are helpful when selling:
      • Be familiar with the competition.
      • Refer to the experts within the company.
      • Educate yourself.
      • Conduct some practical exploration.