FREE online courses on Selling Step by Step - The Approach - Methods of approach

There are different methods of approaching a prospect. No one method can be described as the best, since different methods are suitable for different prospects. It is however, possible to start the approach with one method and end with another. Some of the most important ones are as follows:

 

v      Customer Benefit Approach: Herein you should highlight those aspects of your product, which would benefit the prospect.
For example, use statements such as “would you be interested in a free vacation every year? or would you like to cut down your telephone bills by 30%? etc.”

 

v      Brand name or company's reputation Approach: Here you can use the influence of the brand name of your product or the reputation of your company to attract attention of the prospect.
For example, use statements as “This product is from the house of renowned group. Or I belong to this reputed company etc.”

 

v      The Premium Approach: Here in you can give certain free samples or novelties to the prospect to draw attention. For example, you can give the prospect an offer of three items for two's price, or small samples free with big packs or even give trial packs.

 

v      The Shock Approach: Is the method wherein you can highlight the rising crime rates, uncertainties, risks etc.
For example, You can use this approach if your product falls into a safety equipment category, or it is a product for old age, or if it is a product for children etc.

 

v      The Approach of ‘Making Prospect Feel Important': You should always remember that it is the prospect who has to make the buying decision; hence you should make them feel important and pamper their egos.
For example, use statements such as “sir/m'aam you must already be aware of the product, or sir you seem to be very intelligent etc.

 

v      The innovative product Approach: Herein you can highlight the innovative features, design, packaging or uniqueness of the product.
For example focus on the feature that the prospect finds new or the part of the package, which attracts the prospect.

                                                                       

Choose the approach that matches the need of the prospect and also verify the desirability of the approach.