THE APPROACH STEP OF SELLING PROCESS ATTEMPTS TO :

The purpose of the approach step of the sales process is to cause the prospective client to come to the understanding that the practitioner is someone with whom he or she may want to do business as a result of the rapport that has been created.

The approach step of the selling process attempts to establish a connection and initiate a conversation with the prospective customer. It is an important step to build rapport and gain the customer's attention, interest, and trust. By effectively approaching the customer, a salesperson can create a positive first impression and lay the foundation for the rest of the selling process.

To approach a customer successfully, a salesperson can follow these steps:

1. Preparation: Before approaching the customer, make sure to gather information about the customer and their needs, preferences, or any relevant background information. This will help tailor your approach and establish a connection.

2. Greeting: Start the approach by greeting the customer with a friendly and professional introduction. This can be done by offering a warm smile, making eye contact, and using appropriate verbal greetings such as "Hello" or "Good morning/afternoon."

3. Introduction: Following the greeting, introduce yourself and your company briefly. Clearly communicate your name, your role, and the purpose of your visit. It is important to be concise and avoid overwhelming the customer with too much information at this stage.

4. Engage in conversation: Initiate a conversation by asking open-ended questions that encourage the customer to share their thoughts, needs, or preferences. Active listening is crucial during this stage to show genuine interest and understanding.

5. Build rapport and empathy: Establish a personal connection by being empathetic, understanding, and relatable. Finding common ground or shared experiences can help build trust and create a more comfortable environment for the customer.

6. Identify needs: Through active listening and conversation, try to identify the customer's specific needs or problems. This will provide insights into how your product or service can meet their requirements and convey the value it can bring to their life or business.

Remember, approaching a customer is just the first step in the selling process. The ultimate goal is to create a mutually beneficial relationship and guide the customer towards making a purchase decision that meets their needs.