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Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,Copyright 2010 Pearson Education,Inc.Publishing as Prentice Hall 10-,*,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,*,Copyright 2010 Pearson Education,Inc.Publishing as Prentice Hall 10-,*,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,Copyright 2010 Pearson Education,Inc.Publishing as Prentice Hall 10-,*,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,Copyright 2010 Pearson Education,Inc.Publishing as Prentice Hall 10-,*,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,10-,*,Copyright 2010 Pearson Education,Inc.Publishing as Prentice Hall,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,*,10-,*,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,*,10-,*,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,*,10-,*,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,*,Copyright 2010 Pearson Education,Inc.Publishing as Prentice Hall 10-,*,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,*,10-,*,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,Copyright 2010 Pearson Education,Inc.Publishing as Prentice Hall 10-,*,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,*,10-,*,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,*,Copyright 2010 Pearson Education,Inc.Publishing as Prentice Hall 10-,*,CHAPTER,10,Approaching the Customer with Adaptive Selling,Learning Objectives,Describe the three prescriptions that are included in the presentation strategy,Discuss the two-part step of the pre-approach process,Describe team presentation strategies,Explain how adaptive selling builds on four broad strategic areas of personal selling,Learning Objectives,Describe the six main parts of the presentation plan,Explain how to effectively approach the customer,Describe seven ways to convert the prospects attention and arouse interest,Presentation Strategy Defined,The presentation strategy is a plan that includes three prescriptions:,Establishing objectives,Developing presale presentation plan to meet objectives,Renewing ones commitment to outstanding customer service,Strategic/Consultative Selling Model,FIGURE,10.1,Pre-approach andApproach Planning,Pre-approach,involves preparing presale objectives and presentation plan,Approach,involves making good impression,securing attention,developing interest,Strategic Planning,FIGURE,10.2,First Call Presentation Objectives,Establish rapport and begin building a relationship with the customer,Obtain permission to ask need identification questions,Obtain personal andbusiness informationto establish thecustomers file,Presentation Objectivesfor Stage Two,Involve the customer in a product demonstration,Provide value justification in terms of cost reduction and increased revenues,Compare and contrast the features of,for example,a truck fleet lease plan with a fleet purchase plan,Team Selling Objectives,Team selling is suited to organizations that sell complex or customized products,Sales teams often uncover problems and solutions that individuals may not,Team sales presentations require a more detailed pre-call plan,Each team member must know his/her role,Selling to a Buying Team,Must satisfy both the individual and collective concerns of each participant,Determine the role of each decision maker and their amount of influence,Make sure all are involveddo not ignore anyone,Discover any silent team members,Copyright 2021 Pearson Education,Inc.Publishing as Prentice Hall,Adaptive Selling:,Builds on Four Strategic Areas,Review the relationship strategy,Review the product strategy,Review the customer strategy,Six-Step Presentation Plan,Each of the six chapters in Part 5 of this text concentrates on a specific step of the presentation plan.This chapter discusses“The Approach.,FIGURE,10.3,Approach Objectives,Initial contact with customer,Three objectives,Build rapport,Capture full attention,Transition to need discovery stage,Often a phone call,Establish Credibility Early,Credibility is an impression that people form about you,Do not erode your credibility by:,Arriving late,staying too long,not following up,Credibility grows when the customer realizes you are competent and can add value,Telephone Contact,To
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