The
Definition Of

Approach

Approach is a step of selling process where a salesperson meets the customer for the first time.

During the approach step, the salesperson should know how to meet and greet the buyer and get the relationship off to a good start. This step involves the salesperson’s appearance, opening lines, and follow-up remarks. The opening lines should be positive to build goodwill from the outset. This opening might be followed by some key questions to learn more about the customer’s needs or by showing a display or sample to attract the buyer’s attention and curiosity. As in all stages of the selling process, listening toe the customer is crucial.


Approach is the third step in the selling process: the salesperson makes actual contact with the prospect and prepares to deliver a sales presentation.