Do give your name and the purpose of your call in the first twenty seconds;
Do remember to ask, “Is this a good time?”
Don’t launch into long explanations. Keep it brief and businesslike.
When making a sales approach by e-mail
Do draft a number of e-mail templates from which to choose,
Do make sure the e-mail is well written and businesslike,
Do make the e-mail as personal as you can.
When approaching through online social networks
Do make sure to comment when you add a prospect to your network,
Do contribute to the social network of which you are a member,
Do avoid slang in your communications.
When approaching a B2B contact in person
Do use a strong opening line that gets the customer’s attention,
Do follow the customer’s lead when it comes to small talk,
Do be careful that your opening line doesn’t send the wrong message.
When approaching a B2C contact in person
Do make conversation with your customer;
Do avoid putting any pressure on your customer.
Types of approaches include:
The question approach involves leading off with questions to learn about your prospect and engage him in dialogue.
In a product approach, the salesperson opens the call with a product demonstration or display.
The referral approach is an effective way to quickly establish trust with a prospect because it involves starting the call off by mentioning a mutual connection who has referred you to the prospect and who is willing to vouch for you.
The customer benefit approach requires research beforehand so that you can open your call by mentioning an important, customer-specific benefit of your products or services.
Sales that involve very specific solutions to customer problems sometimes begin with a survey approach.
The agenda approach is a straightforward approach that gets right down to business. It appeals to highly organized people because it involves outlining the meeting agenda at the start of the sales call.
A premium approach is one in which the salesperson offers product samples or giveaway items to attract a prospect and establish goodwill.