Pre-approach

One of the stages in sales call preparation in which the sales person seeks out additional information after the prospecting process is completed. Typical information sought is: (1) The size of the prospect company. (2) The names and titles of decision makers. (3) The industry the prospect in and its industry position. (4) The prospect’s business reputation. (5) The name of the competitors who currently serve the prospect. (6) The prospect’s current focus. This information, which is usually not too difficult to acquire, is enough to develop a sales plan that will give that first sales call a better chance of success.