Prospecting starts with defining a narrow target market, identifying the customer's wants, and then offering custom solutions.
The preapproach is when you gather relevant information regarding the prospect in order to create a customized sales presentation.
How you approach a sales pitch in terms of attitude, prospect knowledge, and customized product will determine your success.
A well-prepared sales presentation will engage prospects with relevant information and entice them to make a purchase commitment.
The prospect may object to points made in the presentation, so the salesperson should be prepared to listen and address those concerns.
Closing refers to the achievement of the desired outcome, which may be the exchange of money or the acquiring of a signature.
Following-up will build customer satisfaction, maximize long-term sales volume, and if a sale has not been made, it may lead to a sale.
Customer relationship management is a widely used model for managing a company's interactions with customers, clients, and sales prospects.