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The stage of first formal interaction between a prospect and the salesperson, this step is designed to enable the salesperson to display his or her sincere interest in the prospect...to gain positive acceptance and to develop a sense of mutual respect and rapport. It is the first phase of rapport building and sets the selling process in motion. As a Strength: The salesperson is able to quickly build rapport with a new prospect through their almost innate ability to connect with others in a meaningful way. As a Weakness: The salesperson may have a clumsy manner to their initial approach or a complete avoidance of direct contact with potential customers. Applications: A skill set that supports a high ratio of contacts to closes. These skills are widely applicable in sales positions that require contacting many prospects especially in a highly competitive market. Prospecting << Previous Stage | Next Stage >> Qualifying |
