As an infield salesperson something you need to get comfortable with early on approaching strangers. Whether this be totally cold in the street or after warming purchasers up via an email or a phone call.
There are a number of sales techniques to make approaching potential customers easier on both your stress levels and also the prospects too. They are as follows -
Introduction approach technique
This is the most common form for salespeople to approach prospects and outside the world of business this is also the most common way for a person to introduce themselves to another individual.
If you’re representing a large, well known company this may be your best bet as you’re likely to tell the prospect your name and then the company you work for which allows the companies reputation to precede yours.
Product approach technique
Some prospects might like to know what you’re selling straight up. Therefore an approach in which you ask the prospect if they know about the product you’re selling and then properly introducing yourself might work well.
If you’re product or service either doesn’t need any explanation or it leads people to talk to you about it as they’re curious this could be a good approach to take.
Survey sales approach
This is when the salesperson either asks the customer to take a short survey or just starts pummelling them with questions to qualify the prospect and to see if they’re suitable to sell too. This can be seen as either underhand or aggressive however armed with all the information from the questions that have been asked it’s simple to put together powerful, persuasive sales discussions straight from the get go.
Showmanship approach technique
This is where a product such as a digital piano for example would be played / demonstrated live in front of a prospect by someone with talent and sales showmanship skills. This sales technique allows the prospect to be both impressed but also filled with emotion and so more likely to make a impulse purchasing decision.
Referral approach technique
This is simply opening the prospect by mentioning that a friend or colleague thought it would be of value to them if you discussed your product or service. Referral selling can be a very powerful approach technique as it can instantly build both trust and rapport with the prospect.
What if I’m too nervous to use any of the approach techniques?
Then you’re in the wrong job. 99% of salespeople will have to approach prospects from time to time. I don’t necessary mean you need to change careers, but if you don’t believe that your product is going to seriously help a prospect on a deep and impactful level then either you need a better product or you need to research and qualify your prospects better.