Pre-Approach

Once a salesperson has identified a qualified prospect; preparation for the sale begins with the pre-approach. The pre-approach stage involves obtaining further information on the prospect and deciding on the best method of approach. In the closet industry, you should get a good idea of how many areas of the house they want organized and get your clipboard with graph paper filled in with the cus­tomer’s data and any other important information they have given you over the phone.