Question

MAEKETING SALES APPROACH

You work for a games and toys manufacturer, and you are preparing to meet with a prospect for whom you have been given a referral by one of your longtime customers. Your referral source has told you that the prospect, a buyer for Toys “R” Us, is very task oriented and time-driven and appreciates working with others who do things efficiently. Given this information, which approach (or combination of approaches) will you use in your sales approach?

Answer 1

In this situation, First I would use The referral approach because In this approach i can develop trust between me and the prospect. This can be done when i meet the prospect then i would directly mention the source of referral so having a mutual connection would help The prospect to create trust in me and my products.

When there is Trust then i can start with my second approach that is Adaptive or combination approach because i already know what kind of the prospect is this and i already set a connection with the prospect so next thing is to do i adapt to situation like needs of the prospect. I will try to do conversation with the prospect which gives me the feedback to know what kind of product they would likley to purchase from me.

for example- I will ask do you like mechanical toys if the prospect says yes then i would talk about our mechanical toys line but if The prospect says no then i will keep that out of option.

This way, i will adapt to the situation.