Preapproach is the second step in the sales process that occurs after prospecting. It involves the salesperson learning as much as possible about the prospect (their organization, needs, characteristics, etc.) before making a sales call.
The goal of preapproach is to create a strong, personalized, and relevant approach. It involves defining the objectives of the call and choosing the best approach for the call by analyzing how the company’s offering can solve the prospect’s problems.
