The Sales Pre-Approach 1.0
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Part of building relationships that work is doing your homework. It’s not enough to use the information you gathered when you were prospecting and qualifying. The pre-approach, or the process of finding out the answers to these questions, is critical. Doing your research and coming prepared gets your prospect’s attention and shows them that you care. It gives you the power to sell adaptively and puts you ahead of your competitors.  

 

Learning objectives –
– Identify the benefits of the pre-approach
– Describe the first call

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