5. -It is the first step of the actual sales
presentation in which the sales person tries
to learn more about the customer ‘s needs ,
create a good impression and build rapport
• The first time salesperson makes contact
• Sometimes called the most important 30
seconds in selling
• Must establish rapport and gain prospect
attention
Approach Def. ؟ الزيارة تمهيد ماهو
9. ةرللزياالتمهيديهاملقدماتأنواع
والتحيةالتقديم مدخلIntroduction ( Standard ) Approach
فروالتعاالتحية مدخلهوتقليدي مدخلGreetings
والتعريفالترحيب مدخلالشركة واسماسمك
،،شركة من مبيعات مندوبمحمودحضرتك مع ابراهيم ديا عليكمالسالم
ىاآلخر األنواع معيستخدم غالبا بسيط مدخل
• It is the simplest way to open the sales call
• the least effective way because it is unlikely to
generate much interest
• It is used more often in conjunction with other
methods
10. ةرللزياالتمهيديهاملقدماتأنواع
والتحيةالتقديم مدخلIntroduction ( Standard ) Approach
وثقه فومعرعميل اسماوالعميل يعرف مهم شخصإستخدام
اسمهاستخدام قبلاوال الثقه العميلاعالم يجب
العاطفياواملعبرة الشخصياتنمط مع غالبايستخدم(بالعالقات املهتم)
سابق وعداو ةريازاواتفاقاخراو
• Using the name of a satisfied customer or a friend of
the prospect can begin the sales call effectively
• This approach is often effective with amiable and
expressive (as they like to focus on relations)
• Firstly you have to gain permission from references
before using them
والربطةراإلشا مدخلReferral Approach
12. ةرللزياالتمهيديهاملقدماتأنواع
والتحيةالتقديم مدخلIntroduction ( Standard ) Approach
It is the most widely used sales call opening
For this approach to be effective the benefit must be of
real interest to the prospect
So, you have to know the customer’s needs through
probing
The benefit approach is effective for driver and analytical
(who like to get down to business rather quickly)
Example: I would like to tell you about a printer that can
reduce your printing costs by 15%
والربطةراإلشا مدخلReferral Approach
الفوائدوعرض وحلهامشكلةمدخلProblem solving Approach
15. S
M
I
L
E
A
B
C
Smile ابتسم
Meet him By shake hand باليد المصافحه
Introduce your self نفسك قدم
Let him introduce himself نفسه يقدم دعه
Eye Contact Keep it حافظ البصري التواصل
علىه
Appearance عليه حافظ مظهرك
Body Language استخدمها الجسد لغة
Confidence بالنفس الثقه
؟؟لقاء لأو من جيد انطباعاترك كيف
17. rapport
-The talk about current news , hobbies ,mutual friends
usually breaks the ice between the salesperson and
the prospect
-It is referred as small talk
-Studies show that one of the top 10 traits of successful
salesperson is the ability to be sociable
-It is generally best to avoid controversial topics
Example:Did you see the Football game on TV last
night?
20. Question approach
-Beginning the conversation with a
question
-It gets the customer attention ,
motivates a response and
initiates 2 ways communication
Example: Have you heard of the
new free delivery service our
company is offering ??
23. -It involves actually demonstrating a product
feature as soon as the salesperson walks up to
the prospect
-Its advantage is that it appeals to the prospect
visually and verbally
-This approach can be very effective for
expressive
املنتج مدخلProduct Approach
24. - Ve Approachالسلبيه المداخل
اإلعتذارApologies
سلبيه ةريازالىةراإلشاNegative visit
املغلقه األسئلةTrite Questions
اململله الطويلة املقدمةlong statement
بالرساله مرتبطه الغير القصةStories not related to your topic